Need Based Selling Steps for life Insurance

Need Based Selling Steps

Prospecting:

Obtain the name, address, and tel: no & one/two reasons to contact that person.

Setting an appointment:

Ask for appointment under favorable condition on telephone or face to face.

Initial interview:

Establish rapport, explain the purpose & get agreement to proceed with the gathering of pertinent information about prospect.

Fact finding interview:

Ask questions to uncover the needs. This may include goals, priorities, and attitudes. Not just fact & figures, obtain money commitment & arrange next interview

Analyzing & Planning:

Send follow up note to the prospect, analyze data secured & prepare recommendations for needs you can solve with your product & service.

Closing interview:

Review the facts discovered in fact finding interview, present recommendations, handle objections, and ask for the order.

Underwriting:

Complete the proposal form & all medical and other u/w requirements that are needed to get the proposal completed.

Deliver the policy:

Reaffirm the decision to buy. Reinforce the benefits. Set up next sale and obtain referred leads.