How to Sell Final Expense - Should A New Agent Use A Sales Script?

There is a couple of different perspectives in how to sell final expense; should your presentation be canned, word-for-word, following a specially designed script?  Or should you follow a final expense sales process that is more open-ended, and not so scripted?

The truth is this: if any method is validated by real-world results, it is probably going to work for the final expense agent that gets to work and puts that method into practice.  What matters most in selling final expense is to lock into a system that has historical proof of working, and works for your personality. 

How you sell should fit your personality, first and foremost.  For me, being more inquisitive and deliberative, I take what is known as the consultative approach to selling final expense.

The consultative approach to selling final expense is based on open-ended, non-assumptive language throughout most of the presentation, which is designed to figure out why the prospect is concerned with what it is they are concerned with.  

Surprisingly to many salespeople trained in the traditional approach to selling, there is very little usage of "tie-downs," closed-ended questions, and the typical "hard sell" language most sales people are accustomed to using when selling business-to-consumer.

Understand that taking a consultative approach to selling final expense, there still is a path in which the agent follows, but there is certainly not a hard and fast script for most of the presentation.  

There is repetition between presentations; the language, the emphasis, the words selected.  Ultimately, a presentation is a unique occurrence independent of all other presentations.  There will always be randomness, but following a specified progression is nevertheless important.  As the legendary life insurance agent Ben Feldman once said, "A life insurance agent has to have a track to run on!"

Agents should learn how to approach each phase of the final expense presentation naturally; they should know what to say, but develop their intuition and sense to know when to move to the next step of the final expense sales process.

While there is very little scripting in sales process, where it exists, it is very important to memorize not just the word choice, but the body language and tone inflection.  Final Expense agents should learn not just what to say, but how to say it.  How to emphasize the importance of the points with correct body language, eye contact, and tonality in the voice is important when learning how to sell final expense.