Prospects love challenges and participating in a life insurance sales training test.
Here is one from my treasure chest, adapted to a life insurance sales challenge.
You can loose, but the prospect wants you to win.
Give me a traditional rulebook and one of two things will happen.
Sometimes burning the book and clearing the mind is the most logical.
Other times I will look at training tests and turn them into the exact opposite.
You and I should be on the same level, realizing that if you do what everyone else does, you will fail just like him or her.
I like to add a twist to a sales challenge so my prospect will be completely caught off guard.
Your prospect is not inviting you over to haggle money and battle every statement made.
I label a life insurance sales presentation as "show time.
" Fascinate the prospects by putting on a quick entertaining show, and walk out with them offering and wanting to buy.
To do this, you need enough self-confidence to dare to be different, adaptive, and innovative.
Most people enjoy being part of an experiment in something new, and here I will adhere to that approach.
  Setting the stage.
Here I lay it all on the line with my prospects.
I tell them I am participating in a new life insurance sales training test.
I continue, "You are going to find this fast and fun.
Do you mind helping me out?" Great.
Thanks.
"Here is my challenge.
" "As soon as the pizza is ordered, I have only until the pizza is delivered to explain the 3 key ways my coverage can fill your gaps.
" "All talking stops when the pizza arrives, we then enjoy a slice, and you decide a few minutes later what decision you want to make.
" "Does that sound like a fair test to you?" Your life insurance sales challenge test.
You have about $20.
00 with tip invested on making much more.
15 to 25 minutes should provide sufficient time where you have your prospects keen interest.
Make sure you let them choose their favorite pizza place.
Like Jell-O, there always seems to be room for pizza, especially if you want youngsters rooting for you.
When the delivery comes, sales talk on your end stops.
Afterwards you only say this, "Before you give me your decision, is there anything I have left unclear? " This is a hot and now presentation that never gets stale.