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I think the appointment setter's approach can be helpful if you're selling over the phone.
Empathy in Your Sales Call
- Thread starter shotgunenergy
- Start date
- 4,041
The original post seemed to be more about how to conduct yourself during a sales interview, not so much on the initial phone call. It also seemed to be a general sales blog post, not directed at final expense, or even insurance for that matter. When I sold advertising, we were taught "consultative selling". In that sales environment, the op's advice is spot-on. In life insurance, a total needs approach requires this type of mindset as well. Final Expense, on the other hand, is a single need presentation. It doesn't mean we shouldn't be empathetic and listen to the client's needs and wants. But it's more of a directed presentation than a consultative interview.
Some excellent help for this type of sale was in a little booklet called "Single Need Selling". It was part of my training when I first started with a debit company back in the last century. I think it was published by LIMRA. I had a copy, but haven't been able to find it since moving 11 years ago. Do any of you old debit dawgs have a copy I could borrow for 2-3 weeks?
Some excellent help for this type of sale was in a little booklet called "Single Need Selling". It was part of my training when I first started with a debit company back in the last century. I think it was published by LIMRA. I had a copy, but haven't been able to find it since moving 11 years ago. Do any of you old debit dawgs have a copy I could borrow for 2-3 weeks?
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That's probably right except that he said for use in "setting appointments".
- 4,041
You're right, they did say "on the phone" in the first couple sentences! But the main body of the post looks like it was copied & pasted from somewhere else, where they probably talk about sales in general.
- 29,520
Hankholdem
New Member
- 3
The original post seemed to be more about how to conduct yourself during a sales interview, not so much on the initial phone call. It also seemed to be a general sales blog post, not directed at final expense, or even insurance for that matter. When I sold advertising, we were taught "consultative selling". In that sales environment, the op's advice is spot-on. In life insurance, a total needs approach requires this type of mindset as well. Final Expense, on the other hand, is a single need presentation. It doesn't mean we shouldn't be empathetic and listen to the client's needs and wants. But it's more of a directed presentation than a consultative interview.
Some excellent help for this type of sale was in a little booklet called "Single Need Selling". It was part of my training when I first started with a debit company back in the last century. I think it was published by LIMRA. I had a copy, but haven't been able to find it since moving 11 years ago. Do any of you old debit dawgs have a copy I could borrow for 2-3 weeks?
I'm an old dawg now but I was a debit dawg when I was young...
Haven't seen the booklet you talk about but would like to.
I just got my licenses after they expired 19 years ago when I moved to the Sunshine State. Going to take a big swing at FE
Some excellent help for this type of sale was in a little booklet called "Single Need Selling". It was part of my training when I first started with a debit company back in the last century. I think it was published by LIMRA. I had a copy, but haven't been able to find it since moving 11 years ago. Do any of you old debit dawgs have a copy I could borrow for 2-3 weeks?
I'm an old dawg now but I was a debit dawg when I was young...
Haven't seen the booklet you talk about but would like to.
I just got my licenses after they expired 19 years ago when I moved to the Sunshine State. Going to take a big swing at FE
- 4,041
if I ever come across it, maybe I can scan it into a PDF file so others can read it. Best wishes on your return to the biz!
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