Over the past five months, we have gotten a lot of phone calls asking us, “How do you sell life insurance on the phone?”
What we tell people is, if you just push products, you are going to have a really tough time. However, for the agents and advisors that have made the transition to consultative, problem-based selling, then selling life insurance on the phone is no different than when you meet with people face-to-face.
You will want to follow the same step-by-step, proven sales process used by the best producers even in those face-to-face encounters.
Set The Appointment
Step 1: You call the client to set a sales appointment. You use an appointment script that is based on you asking them the right questions, so that you can get them to tell themselves that they have a problem. And then why they need to meet with you. Because, if they do not see that they have a problem that you can help them solve, then why should they take the time to meet with you on the phone? (This is not about your products or investment returns.)
Step 2: You will want to set a time that you can call clients back for the sales appointment. Find a time when they can give you 40 minutes or more to review their situation. You will want to talk to both the husband and wife. Do not try to sell your life insurance on the phone during this first phone call.
The Sales Appointment
Step 3: When you call clients for the sales appointment, you will want to do a complete problem-based fact find. Which is a lot more than you just asking a few questions to find out what they have. You must ask them the right questions, so that you will help them to see the problems they are facing. You must find out what they want, and what is most important to them and why. The more that you get them to talk about the problems that they face and what they want, then the more they will want to fix their problems. Do not jump on the first problem and try to sell your life insurance while you are on the phone right now.