Customer, is this what you were wanting my help with for funeral & burial protection? CUSTOMER WARM UP Page > Potential Customer Objection (Understood in the mind of a customer) This person does not care about me or my family. This Welcome Packet will include.also, your actual policy will arrive in the mail within 10 business days. If you see something that you want today, and if I feel comfortable qualifying you for it, my secretary will mail you out a Welcome Packet. > Tie-Down Questions May I share with you in ONE MINUTE who I am, what these benefits are exactly, and how you can apply for them here at my department? You do not have to spend any money with me today, in order to apply for the benefits that you want for you and your family permanently. I need information in writing before I make a decision. > Tie-Down Question (After verifying the card with customer) Now, were you checking into benefits for yourself, or for someone else? WHY I AM CALLING Page > Potential Customer Objection I do not know who you are, or where you are calling from. I was checking on benefits for my, and not for me. VERIFY CUSTOMER INFORMATION PAGE > Potential Customer Objection I never mailed a card in, or made an inquiry. NEVER MOVE FORWARD to the next page in the Sales Script without an agreement between agent and customer from the tie-down question. Below are examples of customer objections nipped in the bud on each page of the Sales Script by the allimportant tie-down question on each page. By eliminating objections one-at-a-time throughout the Sales Presentation Script, an instant buying decision at the close becomes more apparent, and much easier!, for both customer and agent.

Tie-downs actually nip in the bud a smattering of customer objections that potentially arise at the close of a Sales Presentation. If an agent desires a customer to make an instant buying decision at the close of a Sales Presentation, several tie-downs between a customer and agent must proceed the close. A tie-down is a mutual agreement, or decision, between a customer and an agent toward purchasing final expense insurance coverage. A huge step forward to making a buying decision (for the customer), and closing one sale (for the agent), is made up of several small steps called Tie Downs. ** Tie Downs indicated in Blue are a critical, series of steps for both agent and customer together. Merriam-Webster s Dictionary 11th Collegiate Version 3.0, 2003ģ P a g e 3 TABLE OF CONTENTS Tie Downs Explained 4 Final Expense Selling Pointers 5 Answering Machine Agent Phone Messages 7 Steps To The Sale Final Expense Sales Presentation Verify Customer Information 9 Why I Am Calling 10 Customer Warm Up 12 Identify Customer Need 13 Pre-Qualify: Customer Health 14 Decision Maker 15 Customer Plan/Benefits Explained 16 Additional No-Cost Benefits 17 Quotes 18 Ask For The Sale 19 Collecting Payment Information 20 3-Way Underwriter Call 22 Seal The Sale 23 Referrals / Calling A Referral 24 Customer Objections/Concerns, Agent Rebuttals Old Leads Intro Script 33 Agent Post-Sale Checklist/Bank Verification Script 34 Spike Questions 35 Burial Expenses Important Funeral Decisions 37 Client Thank you Letter 38 Sponsor Sheet 39 Appointment Setting Phone Script 40 Agent Appointment Chart 41 3-Option Quote Sheet 42 Agent Starter Selling Schedule - Field Sales 43 Agent Starter Selling Schedule - Phone Sales 44 Set Your Own Schedule 45 More Publications 46Ĥ P a g e 4 All Important TIE DOWNS Explained *Each Page in this Sales Presentation is One Step Forward to Closing One Sale. Life Insurance 1809, Noun Providing payment of a stipulated sum to a designated beneficiary upon death of the insured. Make qualifying for one of your plans a mystery of anticipation.) Troy G.

(Explaining your product should sound like the best kept secret in the entire insurance industry. Clark at The secret to selling is to sell the secret. Every customer is to always be treated by an agent with utmost respect and dignity.

Any user - person/agent/agency/corporation - who utilizes any part of this sales manual, is 100% responsible for their own individual or corporate selling performances, while utilizing this sales manual. All information provided is a suggestion, and may or may not be the best suggestion for the selling techniques and scenarios any agent encounters. DISCLAIMER: The information provided in this sales manual do not guarantee satisfactory results for individual agents or agencies who apply any information to their selling technique. P a g e 2 No part of this publication may be reproduced, stored in a retrieval system or transmitted in any way by any means -electronic, mechanical, photocopy, recording or otherwise - without prior permission from Dr. Writings contained herein are from the author unless otherwise referenced. 1 FINAL EXPENSE Life Insurance SALES PRESENTATION Agent Selling Script ManualĢ Copyright 2011 Connect To Success, Inc.

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