Simplify your sales perspective and solidify your stance on selling
It was 20 years ago that I had an epiphany (one that, I think, we all have at some point): I could sell preneed insurance… to anyone! This thought struck me as I was searching for my keys the morning after a big sale. A client I had met with repeatedly finally opened up to my advice, and after days of trying to establish a personal connection, boom! we had it. One of the biggest sales of my life was the result. I was feeling invigorated, confident, and capable like I had never felt before. This client was the last person on the planet I thought I would connect with—he was in his late 50’s (I was in my early 20’s at the time), he was unbelievably wealthy, but had sweat and saved and worked for every penny he had ever received and therefore, was very set in his ways. I was toast, I had all but given up, when the relationship just seemed to snap into place and I realized: I’m good at this!
I open with this little anecdote because I know it will happen to you one day. And when it does, when you break through that brick wall in front of you and finally meet a goal, make a sale, whatever it is, I want you to remember that I told you: You can sell anything (to anyone)!
Minimize the Mind Games
First and foremost for selling end-of-life insurance is the fact that you are selling you. Don’t be discouraged by this knowledge—you’re a genuine, charismatic human being that other human beings enjoy being around! You know what you’re talking about and you honestly want to help people by selling them preneed insurance. You’ve seen the benefits and you believe in the product! Show your enthusiasm and personality by being honest about why you do what you do. Don’t resort to a script or get pressured into playing mind games. The more honest and excited you are, the more likely people will trust and, therefore, buy from you.
Listen More than You Talk
To sell preneed insurance, we know that preparing a sales pitch is not the most effective strategy. End of life expense insurance is a discussion that integrates personal priorities and personality. Let the driving force behind the conversation be the potential client! We know that everyone can benefit from preneed insurance coverage, so listen and learn more about who you are talking with so you can cater your ideas to their circumstances.
Simplify, Simplify, Simplify!
Stay focused on the benefits and the personal stories you have to show those benefits. Don’t get caught up in the jargon of insurance to look more knowledgeable. Don’t worry about being technically accurate with all the terminology used—you’ll be working with a wide variety of people, most of which will not be familiar with the vocabulary of the preneed insurance agent! Be sensitive to their understanding and remember who you’re speaking to.