Sales, Scripts & Objections
What you say on the phone and at the table, and what to say when they say no.
- 10
InsuraCentralStaff·
The two-call close for telesales: when one call is one too few
Most telesales training says close on the first call. That's right for the client who's ready and wrong for the client who isn't, and a lot of agents lose the second group by forcing the first-call close. The first…
- 10
InsuraCentralStaff·
Kitchen table order: needs, then health, then money
Ask ten field agents how they run a sit and you'll get ten answers. The ones with the best close rates run the same order. Needs first, five minutes. Who's the coverage for? Who would handle the arrangements? Have they…
- 10
InsuraCentralStaff·
Spanish-speaking leads: what changes with a bilingual setter
Spanish-language final expense leads are cheaper, respond well to mail, and convert badly for English-only agents. The usual fix is a bilingual appointment setter, and it changes more than the language. What the setter…
- 10
InsuraCentralStaff·
The 'let me think about it' close that works without pressure
"Let me think about it" is not an objection. It's a request for you to leave. The agents who handle it well don't push, they clarify. Find out what they'd think about. "Sure. What's the piece you want to think through,…
- 10
InsuraCentralStaff·
The four objections you'll hear every day and one clean answer to each
Not scripts to memorize. Answers to understand, so your own words land. "I already have coverage." Good. What kind, how much, who's the beneficiary, and does it go with the job? Most group life leaves with the badge.…
- 10
InsuraCentralStaff·
"Let me think about it" is usually a question you didn't answer
When a client who sat through the whole presentation ends with "let me think about it", something was left unsaid. Your job is to find the question, not to overcome the words. A few that hide behind it: "I don't know if…
You're all caught up