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Make sure the potential buyer knows that you understand where he or she is coming from.
Life insurance is more than a financial decision, it's a decision that can affect someone's family, so the seller must be able to discuss more than just money.
For example, try bringing up your own family and use an example of a decision that you made with your family members in mind. Talk about the factors aside from money that went into your decision -- the house, the children's education, etc.
The policy should be able to offer those things. Let the buyer know that many people agonize over important decisions such as choosing life insurance. The seller must view the client as a person, with the same concerns and goals as many other people. -
The potential buyer will see right through a generic sales pitch. Since each client's insurable assets are different, and each plan is different, the sales pitch to each client should be tailored to that person.
Instead of saying "your kids," mention his/her kids by name. Instead of saying "your 401(k)", mention his/her company by name. Instead of saying you want to find a way for "your wife/husband to keep the house should anything happen", use the wife or husband's name and the city or neighborhood the client lives in. -
An insurance salesman is basically selling peace of mind in the event that something horrible should happen, and the seller must be able to talk about hypothetical events.
It is difficult to look someone in the face and discuss their death, destruction of their home or their funeral, but the seller must continue to make eye contact with the person at this time.
They must use a tone of voice that is sympathetic, not one of a car salesman making the pitch.
Don't mince words. Saying "If god forbid anything should happen" can be too vague. The seller must be able to calmly say "If you pass away unexpectedly," without sounding morbid.
It may take a while to master, but the buyer will be grateful for it.
