Build a Strong Sales Pitch When Selling Insurance

1. Build a Strong Sales Pitch When Selling Insurance Michael Halper Founder and CEO SalesScripter

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. Assumptions We Can Make About Salespeople

6. I am with [Company Name]. We provide [product or service]. What are you doing regarding [area of product].

7. Apply Assumptions to Our Sales Pitch

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. 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. 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. 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. 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. Building Your Sales Pitch

14. Interest Value Pain Qualify Credibility Objections Step 1: Identify the value that you offer

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. 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. Call Script

18. Email Templates

19. Voicemail Message

20. Objection Responses

21. Interest Value Pain Qualify Credibility Objections Step 2: Identify the common problems that you help to fix

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. 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. Call Script

25. Email Templates

28. Interest Value Pain Qualify Credibility Objections Step 3: Compose questions that uncover pain

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. 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. Call Script

32. Email Templates

34. Interest Value Pain Qualify Credibility Objections Step 4: Compose building interest points

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. Interest Value Pain Qualify Credibility Objections Step 4: Compose name drop examples

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. Call Script

39. Email Templates

41. Interest Value Pain Qualify Credibility Objections

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. 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

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. 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. 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. 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. 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. 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. Questions? Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com www.salesscripter.com

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