| Prospects love challenges and participating in a life | | | | prospects. I tell them I am participating in a new life |
| insurance sales training test. Here is one from my | | | | insurance sales training test. I continue, "You are going |
| treasure chest, adapted to a life insurance sales | | | | to find this fast and fun. Do you mind helping me out?" |
| challenge. You can loose, but the prospect wants you | | | | Great. Thanks. "Here is my challenge." "As soon as the |
| to win. | | | | pizza is ordered, I have only until the pizza is delivered |
| Give me a traditional rulebook and one of two things | | | | to explain the 3 key ways my coverage can fill your |
| will happen. Sometimes burning the book and clearing | | | | gaps." "All talking stops when the pizza arrives, we |
| the mind is the most logical. Other times I will look at | | | | then enjoy a slice, and you decide a few minutes later |
| training tests and turn them into the exact opposite. | | | | what decision you want to make." "Does that sound |
| You and I should be on the same level, realizing that if | | | | like a fair test to you?" |
| you do what everyone else does, you will fail just like | | | | Your life insurance sales challenge test. You have |
| him or her. I like to add a twist to a sales challenge so | | | | about $20.00 with tip invested on making much more. |
| my prospect will be completely caught off guard. Your | | | | 15 to 25 minutes should provide sufficient time where |
| prospect is not inviting you over to haggle money and | | | | you have your prospects keen interest. Make sure |
| battle every statement made. | | | | you let them choose their favorite pizza place. Like |
| I label a life insurance sales presentation as "show | | | | Jell-O, there always seems to be room for pizza, |
| time." Fascinate the prospects by putting on a quick | | | | especially if you want youngsters rooting for you. |
| entertaining show, and walk out with them offering and | | | | When the delivery comes, sales talk on your end |
| wanting to buy. To do this, you need enough | | | | stops. Afterwards you only say this, "Before you give |
| self-confidence to dare to be different, adaptive, and | | | | me your decision, is there anything I have left unclear? |
| innovative. Most people enjoy being part of an | | | | " |
| experiment in something new, and here I will adhere to | | | | This is a hot and now presentation that never gets |
| that approach. | | | | stale. |
| Setting the stage. Here I lay it all on the line with my | | | | |