Stories for Dramatizing a Need

[RobInMich]

Dramatizing a need seems to be the toughest part of my FE presentation, and I was just curious, what stories do you tell and what questions do you ask to help lead the prospect to the revelation that they can't go one more day without this insurance?


Example: Here's one I use to overcome the bank draft objection. Rose was one of my long-clients and I remember a couple years ago, she had called my office and left a voice mail for me to cancel her insurance because she never remembered taking the policy out. (It had been in effect for several years!). I was getting ready for a long weekend, so I tried calling her back and got no answer, so I decided I'd just try again on Monday. When I got back in the office on Monday, I was surprised to find that I had 14 voice mails left for me, all Rose, all asking the same thing! So I immediately called her house. Her daughter answered. You see, Rose had an advanced form of alzheimers, and she never remembered having called me. It had been going on for months. When her daughter stopped over, she found that Rose had stacks of unpaid bills in her house. Rose's daughter was so happy that her mom had chosen to pay her insurance with automatic bank draft because that life insurance hadn't lapsed, even though all her other bills were months overdue. Rose passed away just a couple months later, and her family was still protected because Rose had the foresight to set up that automatic draft.

Share yours!

 

[Rearden]

You can't fix stupid?

Just ask open ended questions and draw out what they've experienced. That's usually enough to seal the deal, if there's any more sealing needing to be done.

 

[funeraldirector]

You can't fix stupid?

Just ask open ended questions and draw out what they've experienced. That's usually enough to seal the deal, if there's any more sealing needing to be done.

I agree. No "story" is more credible than the one that the prospect tells.
Here are a couple of good openers: "Mrs. Prospect, have you ever had to make final arrangements for anyone before?" Or, my favorite (I thought of it!), "As to your final arrangements Mrs. Prospect, what are your thoughts?" And/Or, "Mrs. Prospect, did you want a viewing of your body at the funeral home?" Whammo! Your presentation is off and running...Need a button up? Deal feel a little shaky? Ask the one who brought you to the dance, usually the wife. "Mrs. Prospect, what was the main reason why you decided to make your final arrangements tonight?" She'll tell you and hubby at the same time so they won't have that conversation later when you're getting in your car. Then ask him, "Mr. Prospect what was the main reason that you decided to make your arrangements tonight?" Don't let him get away with some wishy washy response. The only good answers are: It was time. It's good for the family. Its saves money. Hope this helps. Use. Rinse. Repeat...

 

[jdeasy]

Can't make a need or a want where there is none. No story is good enough to do that.