Personal Story Close

1.Relax

2. Isolate the Objection

So is thinking that you have plenty of time to get this taken care of your only concern?

3. Feel, Felt and Found

I understand how you feel, I have had a few clients who felt the same way you do, can I share with you what they found?

4. Closing Story

A little while back the son of the President of our company went into the dentist office to get his wisdom teeth pulled.  After they had pulled the teeth they realized that his blood was not clotting.  He started to swell up in the throat area and it started to cut off his breathing path.  He was rushed to the emergency room and was placed in a coma for almost eight days.  He wasn’t even able to breathe on his own.  He later came out of the hospital but was diagnosed with a serious blood disorder that he will have for the rest of his life.  He may not ever be able to qualify for insurance.  He was 18 years old!  He was a star football and baseball player.  Nobody could have ever guessed that he would no longer be able to qualify for insurance at such a young age.

If they think they do not need insurance:

In the insurance world there is an invisible line.  This line is called the line of un-insurability.  (Draw a line down the page)  I’m guessing that we are on this side of the line; we can get insurance, we’re young and healthy.  But sooner or later everybody crosses this line.  Whether it is upon birth, or we are diagnosed with something terminal, or we die.  The point is to get this protection before we cross the line.  Zachary didn’t even have the chance to make the decision that you are faced with this evening.  He didn’t even have the opportunity to decide whether or not he really needed insurance.

5. Additional Information

I am young also, I don’t even have a wife or kids but realize that someday I will, and I will need this insurance.  For that reason I have my own policy.  (Show them your own policy.  This is why it is important to have your own policy.)

6. Power Phrases

Health buys insurance, money only pays for it.

When mortgage protection is needed most, it can’t be purchased at any price.

If you are thinking to yourself that you don’t need insurance you are right.  Life insurance is not for you.  Life insurance is for the living, not because you’re going to pass away, but that somebody is going to live, and living takes money.

7. Assume the Sale

So Mr. Prospect, while you are the youngest and healthiest you are ever going to be, lets get you qualified.  Now you said you are a non-smoker………