If you have gotten to the presentation, congratulations! You have worked hard and overcome the hardest part of the Final Expense sale which is setting an appointment and sitting down with the propsect in theor home.
Before you can begin your presentation you must get to know the prospect.
The sales cycle is built like a pyramid. The more time spend in the base which consists of the fact finding process, the more solid the sales opportunity. A poorly executed sequence is like trying to get a pyramid to stand on its tip.
Once you are in the door, be very casual and do your best to avoid the sales presentation for a few to several minutes. Get to know your client. Build rapport. Talk to them about the area in which they live, find out if they are retired and if so, what they did for work or what they do for work now.
Notice the room - pictures on the mantle, etc and make mention of them. Try to put your prospect(s) at ease. The goal is to establish a friendly rapport with them before getting into your sales presentation. Chatting a bit with your prospects in the beginning of the appointment helps build some trust and communication so they are more receptive to what you have to say.
Reach out Shoreline Financial Group to get access to a complete Final Expense sales presentation along with a video wil that show how an actual, optimal appointment should be conducted.