Build a Strong Sales Pitch When Selling Insurance

Michael HalperFounder and CEO

SalesScripter

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

Assumptions We Can Make About Salespeople

Assumptions We Can Make About Salespeople

Assumptions We Can Make About Salespeople

I am with [Company Name].

We provide [product or service].

What are you doing regarding [area of product].

Apply Assumptions to Our Sales Pitch

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

Early Sales Process StagesStage GoalsInitial Contact

(First time to speak)

Cold CallInbound CallEmailEvent

2 to 5 minutes80% on prospect20% on you

First Conversation(Appointment/Meeting)

Phone CallFace-to-FaceDiscovery

20 to 30 minutes50% on prospect50% on you

First Meeting(Presentation)

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on you

Pre-qualifyGather high-level informationBuild interest in having conversationSchedule a First Conversation

Hard QualifyGather detailed InformationBuild interest in meetingSchedule a First Meeting

Sell ProductMap out Next StepsClose (Sale or agreement to move forward)

Early Sales Process StagesAlternative Path – Instant CallInitial Contact

(First time to speak)

Cold CallInbound CallEmailEvent

2 to 5 minutes80% on prospect20% on you

First Conversation(Appointment/Meeting)

Phone CallFace-to-FaceDiscovery

20 to 30 minutes50% on prospect50% on you

First Meeting(Presentation)

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on you

Pre-qualifyGather high-level informationBuild interest in having conversationSchedule a First Conversation

Hard QualifyGather detailed InformationBuild interest in meetingSchedule a First Meeting

Sell ProductMap out Next StepsClose (Sale or agreement to move forward)

Early Sales Process StagesAlternate Path – Instant MeetingInitial Contact

(First time to speak)

Cold CallInbound CallEmailEvent

2 to 5 minutes80% on prospect20% on you

First Conversation(Appointment/Meeting)

Phone CallFace-to-FaceDiscovery

20 to 30 minutes50% on prospect50% on you

First Meeting(Presentation)

DiscoveryPresentationDemonstration

1 to 2 hours20% on prospect80% on you

Pre-qualifyGather high-level informationBuild interest in having conversationSchedule a First Conversation

Hard QualifyGather detailed InformationBuild interest in meetingSchedule a First Meeting

Sell ProductMap out Next StepsClose (Sale or agreement to move forward)

DisqualifyingSoft 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.

Building Your Sales Pitch

Inte

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Valu

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Pain

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Step 1: Identify the value that you offer

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

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

Call Script

Email Templates

Voicemail Message

Objection Responses

Inte

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Valu

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Step 2: Identify the common problems that you help to fix

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

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

Call Script

Email Templates

Voicemail Message

Objection Responses

Inte

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Valu

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Pain

Qua

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Step 3: Compose questions that uncover pain

2 Step Qualifying ProcessStep 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

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

Call Script

Email Templates

Objection Responses

Inte

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Valu

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Pain

Qua

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Step 4: Compose building interest points

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

Inte

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Step 4: Compose name drop examples

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

ProvidedPast Client

Call Script

Email Templates

Voicemail Message

Inte

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Valu

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Pain

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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.

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

Objection Responses

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

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

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

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

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

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

Questions?

Michael HalperFounder and CEO

SalesScriptermhalper@salesscripter.com

www.salesscripter.com