No Emotions - No Sale

[HoosierLife]

So we all know people rarely buy based off of logic or intellect. And especially with selling an intangible like life insurance, I would think its important that we find those emotional buttons and hit them often during our presentations.

So based off of some of the recent threads I've seen on the forum, I think understanding this could go a long way to help the newbies and the veterans alike.

With that being said, what ways do you uncover the emotional reason folks are interested in FE life insurance. Are there any phrases that you use, any questions you always ask? It would be especially helpful to know how you get your prospects emotionally involved in the first 5 minutes, as we all know the first impression is most important.

 

[STIBROKER]

Are there any phrases that you use, any questions you always ask?

pretty much why are you wanting to buy life insurance today.....

 

[HoosierLife]

pretty much why are you wanting to buy life insurance today.....

Ok thanks. I guess you really can't stress this question enough.

If I find out they have no life insurance, I've been thinking about saying something like this, "Most of my clients that have no life ins just want to make sure their family doesn't have to "pass the plate" after they're gone. They don't want to be remembered as the guy who left this burden on their loved one. But you tell me, why is this important for you to get this taken care of today?"

Too much?

 

[Rearden]

Just have a conversation where you focus on listening about the prospect's experience with death and the cost it imposes.

 

[STIBROKER]

If I find out they have no life insurance, I've been thinking about saying something like this, "Most of my clients that have no life ins just want to make sure their family doesn't have to "pass the plate" after they're gone. They don't want to be remembered as the guy who left this burden on their loved one. But you tell me, why is this important for you to get this taken care of today?"

Too much?

a little.......you have to get them to commit to buy...."so the reason I am here is that you have nothing set up and you are worried that you do not want to be a burden on your family...very good...we can get this done very cheaply today...."

 

[WinoBlues]

Joan, if you die tonight tomorrow someone needs to start making arrangements tomorrow. Who would you like for us to make the first checks out to? If we find the right plan for you who should we list as your beneficiaries?

 

[Focus LTC]

So we all know people rarely buy based off of logic or intellect.

really? Speak for yourself...

Buying something because you "like" it, is totally logical. Not buying something because you do not see value in it is also totally logical.

If you need to convince someone as to why having life insurance is a good idea, that is a chargeback waiting to happen...

 

[captain94]

So we all know people rarely buy based off of logic or intellect. And especially with selling an intangible like life insurance, I would think its important that we find those emotional buttons and hit them often during our presentations.

So based off of some of the recent threads I've seen on the forum, I think understanding this could go a long way to help the newbies and the veterans alike.

With that being said, what ways do you uncover the emotional reason folks are interested in FE life insurance. Are there any phrases that you use, any questions you always ask? It would be especially helpful to know how you get your prospects emotionally involved in the first 5 minutes, as we all know the first impression is most important.

I hear of managers telling their agents to use a "Tin cup" close. I think mangers who preach this have NEVER been in the field selling they just think it sounds good. Driving on emotion and no logic is a charge back waiting to happen.

 

[HoosierLife]

really? Speak for yourself...

Buying something because you "like" it, is totally logical. Not buying something because you do not see value in it is also totally logical.

If you need to convince someone as to why having life insurance is a good idea, that is a chargeback waiting to happen...

Ok I'm not arguing and I never said convincing anyone about anything. If you don't believe people buy based off emotions, fine by me. But your not adding anything to the conversation here.
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I hear of managers telling their agents to use a "Tin cup" close. I think mangers who preach this have NEVER been in the field selling they just think it sounds good. Driving on emotion and no logic is a charge back waiting to happen.

I'm not saying we use no logic, all I'm trying to find out is ways agents find out why a client want the life ins.

Why is it we can send mail to the same counties over and over? Are there 1000s of new seniors there in 6 months time? No. Now somebody who just trashed the mailer in the past went through a loss or found out people with diabetes have a hard time getting insurance. So they sent the card in. Is that logical? Yes, but I still believe its mostly emotional and if we can discover their "hurt" then we will close more.

I'm not saying we create the hurt, just find out what it is.

And all I was asking for were different ways agents find that out.

The logical part of our presentations will take care of themselves IMO.

 

[jdeasy]

Personally I don't sell on emotion. I would rather sell on reason. I educate my prosects.

I don't use the tired ole BS that marketers talk about.

That stuff does work to get applications written. In my opinion it doesn't work to keep business.