To be successful in selling life insurance

[WinoBlues]

Did you sell Aqua Velva products or were you a pimp?


QUOTE]


YES

 

[somarco]

Even questions can take on the form of a script..

True, but you miss the point.

At least it appears you did (which I sincerely doubt)

A decent sales script has questions designed to elicit yes or no answers. The salesman can get confused when the prospect comes back with something OTHER THAN yes or no.

And most that use scripts are usually focusing more on what they are supposed to say next vs listening to the prospect and working on an answer.

I worked with a guy once that got so flustered when someone asked a question when they weren't supposed to that he would go back to the beginning of his flip chart and start the presentation all over again. Seems his trainer had told him if a question was asked it was because he didn't properly explain things at the beginning.

He didn't make it in sales . . .

 

[MedicareMillionair]

True, but you miss the point.

At least it appears you did (which I sincerely doubt)

A decent sales script has questions designed to elicit yes or no answers. The salesman can get confused when the prospect comes back with something OTHER THAN yes or no.

And most that use scripts are usually focusing more on what they are supposed to say next vs listening to the prospect and working on an answer.

I worked with a guy once that got so flustered when someone asked a question when they weren't supposed to that he would go back to the beginning of his flip chart and start the presentation all over again. Seems his trainer had told him if a question was asked it was because he didn't properly explain things at the beginning.

He didn't make it in sales . . .

That's a good point to distinguish between a script with questions as opposed to a conversation based on questions and answers, ultimately arriving at uncovering a need. The latter is much preferred.

I have a list of questions that I'm eventually going to ask. However, I have no script. I also have stories, phrases and statements that I use when situations present themselves. It's always different. I believe the client always feels as if they are in a true conversation, not being pitched.

 

[Life Hawk]

That's a good point to distinguish between a script with questions as opposed to a conversation based on questions and answers, ultimately arriving at uncovering a need. The latter is much preferred.

I have a list of questions that I'm eventually going to ask. However, I have no script. I also have stories, phrases and statements that I use when situations present themselves. It's always different. I believe the client always feels as if they are in a true conversation, not being pitched.

I start my intros like this...

"Hello, I am here to try to sell you something, but if you would rather I'll just show it to you and then you can buy it... that way we save each other a ton of time."

 

[Rob Lion]

I think it is important to have excellent social skills and an extrovert personality. Where I messed up was taking the job with my poor social skills. I was always nervous around people before, so in hindsight I don't know why I thought it was a good idea to take the job. To me, it seems counterproductive for introverted personalities to attempt this business. Experience with public speaking would likely also benefit a prospective individual considering getting into life insurance Sales. When I gave up, I had to look at myself and evaluate whether my skills were sufficient, and they were not. I rushed into it without thinking when I got the call for the interview. Now in hindsight, I realize I probably shouldn't have taken it to start with. I have now turned the suit and tie in and am replacing it with steel toes and gloves. Going back to a steel plant.

Brandon, You just didn't want it dude and that's okay i worked as a nurse prior and i did it part-time while gaining momentum everyday i went in work i absolutely hated it, got tired of patients who just want pain medication and don't want to get better, body fluids always on my clothes the only thing i thought about is "wow i rather be at home half naked calling leads from my laptop" we all have different motives.

 

[MedicareMillionair]

I start my intros like this...

"Hello, I am here to try to sell you something, but if you would rather I'll just show it to you and then you can buy it... that way we save each other a ton of time."

I've never sold a tangible product. It would be really cool to put someone in the seat of a beautiful automobile. "Go ahead, take it for a ride and tell me what you think". While they're driving it, I'm preparing the paperwork!

There was a Larry David episode where he tried to sell cars. Classic!

 

[goillini52]

Brandon, You just didn't want it dude and that's okay i worked as a nurse prior and i did it part-time while gaining momentum everyday i went in work i absolutely hated it, got tired of patients who just want pain medication and don't want to get better, body fluids always on my clothes the only thing i thought about is "wow i rather be at home half naked calling leads from my laptop" we all have different motives.

Rob, if you'd work FE face to face, you could get all kinds fluids on your clothes...including cat piss.

 

[Rob Lion]

Rob, if you'd work FE face to face, you could get all kinds fluids on your clothes...including cat piss.

I sat in a lady's home and got soaked in dog piss hadn't realize until i looked over mid application and saw she just let them piss in the house haha.

 

[goillini52]

I sat in a lady's home and got soaked in dog piss hadn't realize until i looked over mid application and saw she just let them piss in the house haha.

Did you watch your step? That's hell to step in dog crap...INDOORS!!!

 

[somarco]

i rather be at home half naked calling leads from my laptop"

I take it you don't do a lot of webcam presentations . . . .