Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

of

Build a Strong Sales Pitch When Selling Insurance Slide 1 Build a Strong Sales Pitch When Selling Insurance Slide 2 Build a Strong Sales Pitch When Selling Insurance Slide 3 Build a Strong Sales Pitch When Selling Insurance Slide 4 Build a Strong Sales Pitch When Selling Insurance Slide 5 Build a Strong Sales Pitch When Selling Insurance Slide 6 Build a Strong Sales Pitch When Selling Insurance Slide 7 Build a Strong Sales Pitch When Selling Insurance Slide 8 Build a Strong Sales Pitch When Selling Insurance Slide 9 Build a Strong Sales Pitch When Selling Insurance Slide 10 Build a Strong Sales Pitch When Selling Insurance Slide 11 Build a Strong Sales Pitch When Selling Insurance Slide 12 Build a Strong Sales Pitch When Selling Insurance Slide 13 Build a Strong Sales Pitch When Selling Insurance Slide 14 Build a Strong Sales Pitch When Selling Insurance Slide 15 Build a Strong Sales Pitch When Selling Insurance Slide 16 Build a Strong Sales Pitch When Selling Insurance Slide 17 Build a Strong Sales Pitch When Selling Insurance Slide 18 Build a Strong Sales Pitch When Selling Insurance Slide 19 Build a Strong Sales Pitch When Selling Insurance Slide 20 Build a Strong Sales Pitch When Selling Insurance Slide 21 Build a Strong Sales Pitch When Selling Insurance Slide 22 Build a Strong Sales Pitch When Selling Insurance Slide 23 Build a Strong Sales Pitch When Selling Insurance Slide 24 Build a Strong Sales Pitch When Selling Insurance Slide 25 Build a Strong Sales Pitch When Selling Insurance Slide 26 Build a Strong Sales Pitch When Selling Insurance Slide 27 Build a Strong Sales Pitch When Selling Insurance Slide 28 Build a Strong Sales Pitch When Selling Insurance Slide 29 Build a Strong Sales Pitch When Selling Insurance Slide 30 Build a Strong Sales Pitch When Selling Insurance Slide 31 Build a Strong Sales Pitch When Selling Insurance Slide 32 Build a Strong Sales Pitch When Selling Insurance Slide 33 Build a Strong Sales Pitch When Selling Insurance Slide 34 Build a Strong Sales Pitch When Selling Insurance Slide 35 Build a Strong Sales Pitch When Selling Insurance Slide 36 Build a Strong Sales Pitch When Selling Insurance Slide 37 Build a Strong Sales Pitch When Selling Insurance Slide 38 Build a Strong Sales Pitch When Selling Insurance Slide 39 Build a Strong Sales Pitch When Selling Insurance Slide 40 Build a Strong Sales Pitch When Selling Insurance Slide 41 Build a Strong Sales Pitch When Selling Insurance Slide 42 Build a Strong Sales Pitch When Selling Insurance Slide 43 Build a Strong Sales Pitch When Selling Insurance Slide 44 Build a Strong Sales Pitch When Selling Insurance Slide 45 Build a Strong Sales Pitch When Selling Insurance Slide 46 Build a Strong Sales Pitch When Selling Insurance Slide 47 Build a Strong Sales Pitch When Selling Insurance Slide 48 Build a Strong Sales Pitch When Selling Insurance Slide 49 Build a Strong Sales Pitch When Selling Insurance Slide 50 Build a Strong Sales Pitch When Selling Insurance Slide 51
Upcoming SlideShare
How to generate leads without making cold calls
Next
Download to read offline and view in fullscreen.

10 Likes

Share

Download to read offline

Build a Strong Sales Pitch When Selling Insurance

Download to read offline

It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.

The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.

If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.

Related Books

Free with a 30 day trial from Scribd

See all

Related Audiobooks

Free with a 30 day trial from Scribd

See all

Build a Strong Sales Pitch When Selling Insurance

  1. 1. Build a Strong Sales Pitch When Selling Insurance Michael Halper Founder and CEO SalesScripter
  2. 2. Assumptions We Can Make About Prospects • Prospects don’t enjoy being sold to • Prospects aren’t in buying mode • Prospects often already have insurance • Prospects don’t think they need insurance • Prospects get sold to a lot
  3. 3. Assumptions We Can Make About Salespeople
  4. 4. Assumptions We Can Make About Salespeople
  5. 5. Assumptions We Can Make About Salespeople
  6. 6. I am with [Company Name]. We provide [product or service]. What are you doing regarding [area of product].
  7. 7. Apply Assumptions to Our Sales Pitch
  8. 8. Focus on the May Fit Make pre-qualifying questions center of your pitch • Don’t try to sell to everybody • Will make interactions more conversational • Plant seeds instead of picking fruit
  9. 9. Early Sales Process Stages Stage GoalsInitial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Conversation Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  10. 10. Early Sales Process Stages Alternative Path – Instant CallInitial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Conversation Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  11. 11. Early Sales Process Stages Alternate Path – Instant MeetingInitial Contact (First time to speak) Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you First Conversation (Appointment/Meeting) Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you First Meeting (Presentation) Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-qualify Gather high-level information Build interest in having conversation Schedule a First Conversation Hard Qualify Gather detailed Information Build interest in meeting Schedule a First Meeting Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  12. 12. Disqualifying Soft Disqualify (Takeaway) • I am not sure if you are a good fit for what we do. • I am not sure if we can help you in the same ways that we help our other clients. • I don’t know if you are the right person to speak with or not.
  13. 13. Building Your Sales Pitch
  14. 14. Interest Value Pain Qualify Credibility Objections Step 1: Identify the value that you offer
  15. 15. What is Value • Transfer of an intangible attribute from one party to another that has a positive net worth • It is not your product, it is what your product helps your clients to do or to achieve • Examples: – Making something work better – Helping to save time – Helping to make money – Providing valuable information – Making someone’s day easier – Helping someone to sleep at night
  16. 16. Messaging Workflow Product 1. Health and Welfare Consulting Value Offered 1. Help CFO’s to implement cost containment programs. 2. Help manufacturing companies to make better business decisions regarding the health and welfare of their employees. 3. Help small businesses to decrease workers comp costs, healthcare costs, and risk. Product Value
  17. 17. Call Script
  18. 18. Email Templates
  19. 19. Voicemail Message
  20. 20. Objection Responses
  21. 21. Interest Value Pain Qualify Credibility Objections Step 2: Identify the common problems that you help to fix
  22. 22. What is Pain • Something not working well – Causing a negative impact • Something could be working better – Results are not as good as could be • Are things great, good, ok, or could be better ? – Great or good: probably no pain – OK or could be better: likely pain
  23. 23. Messaging Workflow Pain Resolved 1. It can be difficult to design and implement successful cost containment programs. 2. It is complicated trying to figure out what the best alternatives and options are. 3. It is difficult to control and decrease costs for workers comp, healthcare, and risk. Value Offered 1. Help CFO’s to implement cost containment programs. 2. Help manufacturing companies to make better business decisions regarding the health and welfare of their employees. 3. Help small businesses to decrease workers comp costs, healthcare costs, and risk. Product Value Pain
  24. 24. Call Script
  25. 25. Email Templates
  26. 26. Voicemail Message
  27. 27. Objection Responses
  28. 28. Interest Value Pain Qualify Credibility Objections Step 3: Compose questions that uncover pain
  29. 29. 2 Step Qualifying Process Step 1 – Pre-Qualifying • To make sure it makes sense to meet and keep talking • Takes place in first contact Step 2 – Qualifying • Identify if you can consider the prospect and lead are real • Takes place in first meeting
  30. 30. Messaging Workflow Questions to Ask 1. How much of a priority is it for you to implement new cost containment programs? 2. How confident are you that you have a complete understanding of what your options are in the areas of health and welfare? 3. How important is it for you to find new ways to control or decrease benefits and healthcare costs? Pain Resolved 1. It can be difficult to design and implement successful cost containment programs. 2. It is complicated trying to figure out what the best alternatives and options are. 3. It is difficult to control and decrease costs for workers comp, healthcare, and risk. Product Value Pain Qualify
  31. 31. Call Script
  32. 32. Email Templates
  33. 33. Objection Responses
  34. 34. Interest Value Pain Qualify Credibility Objections Step 4: Compose building interest points
  35. 35. Messaging Workflow Product Value Pain Qualify Interest • Communicate ROI • Explain differentiation • Share client story • Paint a picture of the future state • Discuss impacts of doing nothing • Share company facts
  36. 36. Interest Value Pain Qualify Credibility Objections Step 4: Compose name drop examples
  37. 37. Messaging Workflow Product Value Pain Qualify Interest Credibility We worked with Direct Industrial and provided them with health and welfare consulting. This helped them to improve their decisions regarding the benefits and that lead to a decrease in medical coverage costs by 10%. Ultimate Benefit Realized Initial Benefit Realized Product / Service Provided Past Client
  38. 38. Call Script
  39. 39. Email Templates
  40. 40. Voicemail Message
  41. 41. Interest Value Pain Qualify Credibility Objections
  42. 42. What are Objections • I am busy right now. • Who are you with? • What is this in regards to? • I am not interested. • Just send me some information. • We already use somebody. • We are not looking to make a change right now. • We do not have budget/money to spend.
  43. 43. Messaging Workflow Product Value Pain Qualify Objections Objection Responses 1. Help manufacturing companies to make better business decisions regarding the health and welfare of their employees. 2. It can be difficult to design and implement successful cost containment programs. 3. How important is it for you to find new ways to control or decrease benefits and healthcare costs? Value Offered Pain Resolved Questions to Ask Building Interest Points Name Drop Statement Interest Credibility
  44. 44. Objection Responses
  45. 45. If You Want More Help Sales Coaching and Sales Consulting • 2 or 5 hour blocks of one-on-one coaching • Weekly 30 minutes one-on-one coaching sessions • Weekly 1 hour one-on-one coaching sessions • Weekly Unlimited one-on-one coaching session • Weekly 1 hour group coaching sessions Contact us if interested – info@salesscripter.com
  46. 46. If You Want More Help • https://www.youtube.com/user/LaunchPadSol • Or search Sales Scripter • Over 130 videos • Sales Prospecting 101 Training Program • Webinars • Sales Tips • SalesScripter demo videos • Subscribe Go to Our YouTube Channel
  47. 47. If You Want More Help • Five ebooks – Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Check Out Our Books
  48. 48. If You Want More Help • Week 1 – Understanding the Ideal Sales Process – How to Make Cold Calls – Appointment Setting Tactics – Voicemail Messaging Methodology • Week 2 – Sales Messaging Workshop – How to Get Prospect’s on the Phone – How to Get Around Objections – How to Incorporate Buyer Personas into Your Selling – Overview of a 2-Step Qualifying Process New Hire Onboarding Training Program / Sales Prospecting 101 • Week 3 – How to Build Your Value Proposition – How to Focus on Prospect Pain – How to Get Around Gatekeepers – How to Perform the Perfect Takeaway • Week 4 – How to Build Rapport, Interest, and Credibility – How to Improve Mental Strength When Selling – How to Be a Better Closer * Available through e-learning videos, live virtual, or live in-person * Can be tailored to your business
  49. 49. If You Want More Help • Build your scripts and campaigns – Call scripts – Email templates – Voicemail Scripts – Objection responses – Key Questions – And more • $49 per month / $29 per month with annual subscription – 30 Day Money Back Guarantee Sign up for SalesScripter
  50. 50. If You Want More Help • Build your scripts and campaigns – Call scripts – Email templates – Voicemail Scripts – Objection responses – Key Questions – And more • $49 per month / $29 per month with annual subscription – 30 Day Money Back Guarantee Sign up for SalesScripter
  51. 51. Questions? Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com www.salesscripter.com
  • ChoyMaglinte

    Oct. 29, 2020
  • PhyopyaeSoneaung

    May. 9, 2020
  • LisaSewell7

    May. 2, 2020
  • RefundSuper

    Dec. 15, 2019
  • jamesmuir

    Jun. 1, 2019
  • dipu90

    May. 14, 2019
  • sureshkumar2167

    Dec. 4, 2018
  • worthgopal

    Jan. 3, 2018
  • BrockDoleac

    Dec. 7, 2017
  • andreachow

    Nov. 17, 2016

It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it. The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects. If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.

Views

Total views

6,425

On Slideshare

0

From embeds

0

Number of embeds

1,074

Actions

Downloads

223

Shares

0

Comments

0

Likes

10

×