Life Insurance Sales Speech

Published in For Sellers

Life insurance is considered by many to be essential to have some peace of mind

about the future of their family, but for others it is totally unnecessary, a waste of
resources and listening to the insurance salesperson is a complete waste of time.

Talking about Life Insurance is talking about death, we have to use this idea to our
advantage. Selling life insurance to someone who wants it is not that difficult, so
here I will give my version for a life insurance sales speech for someone who
thinks they don't need it.

After greeting the prospect we will begin our speech:

- Well, sir, you know what I come to offer you, I come to offer you to throw away
your money with life insurance.

At this moment we will pause to let him assimilate what we have just said, he will
probably laugh and this is good for us, or perhaps he will be surprised and it is also
good because we will have awakened his interest. Either way this is something he
was NOT expecting to hear and that works in our favor.

- There are many people who have bought my insurance knowing that they are
wasting their money, because they do not manage to use it, do you know what
they are called? Living people.
You buy this insurance today, that is, you buy something totally unnecessary and
in a year I will return to renew your policy and I hope that we have the opportunity, I
to greet you and you to waste your money again, because you can still do it,
because you did not need your sure.
There are people who unfortunately can no longer waste their money buying life
insurance, because they have used it. I just hope that you get peace of mind in
case, and I hope even more that each year you can LIVE the feeling that you have
wasted your money with life insurance.

Here we pause and observe their reaction, if the prospect nods their head then we
take out our papers and show them the plans we offer. It may be that the prospect
during the pause says something like “Well, let's see what you offer, what plans are
there?”, and of course, it may be that they do not react in our favor, in which case
the ideal is to show them the plans that we offer. but using a tone that makes them
understand that we will not take up their time anymore, doing it quickly and then
saying goodbye.

If the prospect buys the insurance, we will say goodbye like this.

- Thank you very much sir, I sincerely hope that at the end of the year it turns out
that you only wasted your money with this purchase and that you can throw it away
again for the following year.
If you didn't buy it, the farewell can be like this:

- Thank you very much for your time sir, I will visit you as I wish in a year, I hope to
have the pleasure of greeting you again.

And of course you have to schedule this visit and do it.

The sales speech proposed here works with the prospect's belief, as I mentioned
in another article it is about “taking down the opponent using his own strength.” If
someone believes something, the best way to reach them is to believe it too and
go from there, because then everything we say will have a “true” basis from the
point of view of our prospect, we share their opinion and we must be creative and
intelligent enough to “distort” that opinion towards our intentions. The ugly word for
this is “manipulate”, but it is better that we do not use it, it even sounds like
rudeness in the mouth of a salesperson or a psychologist.

During the presentation always take short pauses to see if the prospect wants to
say something, it is always better to listen to him than to talk to him, and of course
agree with everything he tells you and start from that to continue your speech.

Always be very cheerful in your presentation, the idea you use in your speech is
death, so if the topic is serious, be cheerful, show a lot of positivity, a lot of desire
to live.

If you have the opportunity to give your prospects and clients promotional items,
look for them to be “toys”, something that the person will entertain themselves with,
something that will make them happy, that will make them smile.

“Mario Osandón is a person like any other. He is another member of a Sports

Club, Parent Center and currently works in construction. He leads a quiet life,
which he divides between work and his family. He has 4 children, one came
into the world 3 months ago. He is characterized by being a hard-working
and hard-working person, always making sure that nothing happens to his
family. Although his desire is to be independent someday, he has an
excellent relationship with his employer. He does not smoke, but he does
drink alcohol on special occasions. He plays everything from Chess to
Soccer, but spends very little time on the internet. “Work is enough,” he
always says. On January 7th he woke up like every day. He quickly said
goodbye to his family and did not forget to ask the usual question. Would it
be necessary to visit the Supermarket? Not today. This gave him more time
to finish pending tasks in the office, since there were many staff on vacation,
which somewhat overloaded the other members.

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(Chile). Visit our Sales Room and fulfill your dream, in Las Araucarias 1500,
Quillota. Request information to the Phone/WathsApp: +56993350756 or to the
Email: [email protected]

Sometimes it is necessary to theoretically “kill” the Client so that he understands

the objective of Life Insurance.

After 4:00 p.m. he began to feel a strange discomfort. A severe stitch in his
head worried him a lot, but he never stopped imagining a headache that was
no less bearable. The truth is that he lost consciousness and never opened
his eyes again. A Cerebral Vascular Accident (CVA) took his life and his
dreams. His death had a huge impact on his family and co-workers, who did
not understand the reasons for his death if he had led a healthy life. He was
an excellent person, a good father, a good friend, he did not deserve the fact
of not seeing his children grow up, if they were what he loved most.

Mario Osandón, like many others, believed he was eternal. He did not leave
any Insurance Policy, so his family was at the mercy of the economic
inclemencies and with a very abrupt change in their lifestyle. After moving
house, they began selling everything they could, in order to ensure even
minimally an education. The situation became unsustainable, so they had to
return to their parents' house, leaving behind a very different perspective on
life."

You may be interested in reading: Fear of the word Cancer.

This story is fictitious even in the name of the person, but it helps us to reflect
several aspects that are very important in the sale of Insurance or Intangible. The
sale of Intangibles often falls into the category of Brave Sellers, since it seems
impossible to sell something that cannot be seen or touched, and that, furthermore,
with the best of luck, we will not use.

An Intangible Product can ensure everything tangible: A House, Family, Assets.

The Good Seller must be able to anticipate the risk of a problem that has not yet
occurred. Will it happen? We can all be part of Statistics.

Selling Life Insurance , Home Insurance, Health Insurance, Pension Insurance,

Family Burial, are “products” that we cannot touch with touch. They are not tangible
and they tell us that perhaps we are the next candidates to be part of the statistics.

It is difficult for a person to buy something thinking that they will never use
it. With the example we gave at the beginning, we are giving the opposite
message, that is, we are raising awareness, striking a chord, putting the potential
client in the case. We can all be part of the statistics. It is a matter of chance and
not of religious creed. It doesn't matter how much you take care of yourself, or
where you are, or how well you drive, if you have to appear in the newspaper in the
red chronicle, you will appear.
Selling an Intangible is selling a solution to a problem of the future. The Seller
is anticipating a need that is not even suspected of coming. Therefore, some
important points to keep in mind when selling Intangibles:

o Excellent Training is necessary for the Seller. Mastery of the product and the
market is essential, as well as the laws.
o We must be very up to date in the news and statistical field , since if we sell
Home Insurance, we must know what the theft rate is and the most affected
communes, how the quadrant plan operates, how much percentage of
recidivism exists, what are the the failures of justice, etc. If we sell family
graves, it is practical to know what the main mortality rates and reasons
are in your city, what are the alternatives offered by the competition, and
what factors are the ones we can best probe through direct questions.
Do you have any immediate needs, a sick relative, is it a topic that you
have already discussed as a family?
o Although many people believe “referrals” are essential in the world of sales,
for my part I believe that cold selling is also necessary (door to door, visiting
companies, places with large crowds, etc.). Cold selling means looking for
clients without having a contact in a specific company or sector. The important
thing is to start with a clear idea of the customer profile that would buy and pay
for insurance and to bet on the probabilities. Many people won't be interested
in your product or service, but every once in a while you'll knock on the door
and feel like you've arrived at just the right time. It is very important to keep in
mind that there are different types of portage or field trips. There are also those
that can be done through the internet, social networks, telemarketing,
dissemination groups, etc., always prioritizing relevant information in person.

You may also be interested in reading: How to use Facebook Flea Fairs.

o A different strategy for reaching the customer is through a Point of Sale .

Manage a location, that does not involve large costs, and invest the strategy.
The person who is interested will be able to reach you more easily, impulsively
and in a timely manner. The mere fact that he approaches already denotes
interest. Every product or service has its potential customer, waiting for it to
 reach them. It's only a matter of time before you find him or he finds you.

o Many people are scared of Front Sellers, that is, those who offer without even
saying hello, or in a too mechanical way. Just like the “Trojan Horse”,
sometimes it is better to disguise the strategy through information and not
sales. Advise, resolve doubts, carry out maintenance, calculate new
advantages, review old clients, work on raising awareness and loyalty (the
more trust you generate, the easier a possible closure is), all these ways will
help you increase your level of interviews (interviews have 3 fundamental
points: 1) Survey, 2) Product and 3) Negotiation), and, therefore, the possibility
of success. In addition, you will be able to be clear about the profile of the
customer who buys, in order to better target your strategy.
o What type of Insurance will we sell? If we are going to sell Home Insurance,
it would not be bad to make a cold sale on recently delivered and high-value
Homes. Most likely, if a person is purchasing an asset through credit, they will
want to insure it, especially if it is new. Did your friend buy a Zero Kilometer
Car to pay for it in 5 Years? You will be a good candidate to take out Auto
Insurance.

This could be your House and your Assets. How much do you value them? Do
they have emotional value for you? Did it cost you a lot to get them?

o It all depends on the moment the client receives the offer. A before and after
can make the difference between a resounding No and a Yes followed by a
signature. Sometimes you have to be lucky to arrive at the right time. A person
may consider Home or Theft Insurance unnecessary, but if the following week
 their neighbor's house is robbed with a high value of economic loss, they will
think twice before refusing. In parks or cemeteries, the same thing happens. A
death in a certain town or sector leaves all the neighbors sensitive.
o If the probability that the statistical figures can be repeated is true, a client
who has been through a similar accident will be a very good candidate. When
the accident occurs, the client's perspective changes. Since the Intangible
becomes Tangible, and that is the difference that the Seller has to make,
even before things happen.
o Investigating the advantages of a company to strengthen them and
downplaying the disadvantages is a priority when the market is large.
Competition will always produce a differentiation between the companies
involved. To enter an Insurance Company it is important to look for references.
It is practical to be able to see Complaints that virtual clients may have left on
the different expression portals.
o Selling, for example, Insurance or Health Plans to a clientele that claims
to be 100% “healthy” will be a little more complex without good research.
Many clients claim to never use health systems. They always remind me of
Superman, invincible and untouchable. However, those who mention that they
never use the system, strangely, know the values and procedures well. Many
times the acquisition of Insurance involves status, so the decision will not
always have to do with the use of the insurable asset.
o In general, Insurance or Intangibles have existed for quite some time, which
tells us about a need. For some people it is a very important need, which is
why it takes a fundamental role to interview many people. If you are clear
about the needs that your product covers, you will be able to have better
defined questions that you will ask people. The broader your Data Generating
Sources are, the better possibilities you will have of conducting interviews and,
therefore, closing sales. Over time you will see that all these figures are
related. For example, 15 data, 4 interviews, one sale.
o Another important factor for the Insurance Seller is to put into practice the
quantification of what was invested versus what is covered by the insurance.
Example: “For 29,000 pesos per month you can insure your car,
especially if it cost you 4,500,000 pesos to acquire it.” “For just over 900
 pesos a day you can walk completely safely on the streets.” Many times
people see these figures from other points of view, especially if they spend
much more than those figures daily on less important things.

Do you think your Family will ever be part of the Statistics? Can you be sure
that tomorrow they will all be healthy and happy?

Finally, the best way to understand the behavior of your clients is by asking
yourself the same questions that you ask them: Would you take out Life
Insurance? If your answer is positive, you must be clear about the reasons to
understand well that many times people have the ability to subordinate their
well-being to that of other people, be they family members, friends, etc. This
means that sometimes the opinion of the family is more influential than that of the
potential insured (it is important to keep in mind who makes the decision in a family
or group). Furthermore, it should be noted that what most ensures the success of
any salesperson is not their mastery of the product, image, personality, or
professionalism. It is the systematic ability to work and do your job well: Passion
and Enthusiasm . The more customer data, the more possibilities for
interviews and, therefore, the more potential sales closures. Each stage is
consecutive, if there is no data, there will be no interviews, if there are no
interviews, there will be no sales.
Best Seller Blog is a mix of Pencil, Paper and Internet. It is the result of the
moment when I discovered that I liked to write. I changed “Door to Door” for
Social Networks. You will never be able to predict what the next topic I will
write about is. Here are some examples of topics already published:

o Fear of the word Cancer.

o Dictionary of Chilean Terms (Updatable).
o The Improvement of Death.
o The Thiel Soft-Fix Technique: The Successor of Formaldehyde in the
Embalming of Bodies.
o Rats don't go to Heaven.
o Wifi, Muertiland and the Dilemma of Life.
o Sebastián Lía: The Spokesman of the Dead?
o Death and the Biodegradable Human Being.
o Practicing Photography at the Sargento Aldea de Quillota Fair.
o The Similarity between the Egyptians and Us.
o The False Healer and his Distinguished Clients.
o The Intestinal Flora and the crAssphage Virus.
o Robin Williams, Depression and God's Algorithm.
o The Pencatec Companies.
o The Future and Potential of the Peos.
o Happiness Hides Behind A Decision.
o Why Fix What Isn't Bad?
o What is the Limit and Time of Hell?
o Imagining a Light Curved and Traveling Like Bad News.
o Like I Want to Catch a Cold.
o The Evil of Diogenes in Millionaires.
o “If Chess Replaced Doctors.”
o The Different Types of Lazy.

Don't forget that you can also follow me on InstaGram (Luis_Roco), Twitter
and Facebook .

Email: [email protected]