Tonality
Your ______ is how the prospect interprets your intention behind everything you say and every question you ask
What is tone or tonality?
This helps you better understand what your prospect’s real problems are, the root causes of these problems, and how these problems are negatively affecting them
What is Problem Awareness?
Ok, that's not uncommon. It looks like you may have or someone that really The goal here is INTENSIFY their problem and learn to incorporate what they shared in the discovery questions into the script and turn it into a conversation through the presentation may have requested this on your behalf about qualifying up to 20,000 cash life insurance benefits about...
What is I Don't Remember?
I understand, that makes sense. Let's pretend you did get 3 or 4 different quotes, and you found out that we were all around $10-$15/mo. from each other... what do you think would be the deciding factor what company you would decide to go with?
What is I Want To Shop Around?
This causes the prospect to interpret that we are being genuine
What is Curious Tone?
This can cause the prospect to hang on to every single word
(slow down speech)
What is Verbal Pausing/Pacing?
Taking a prospect from where they are now to where they want to be is
What is the GAP?
Oh, I apologize, I didn't mean to offend you....Are you not interested because it MIGHT be unaffordable or because you MIGHT not qualify?
What is I'm Not Interested?
Well..... I guess you could, but you'd really have to save almost 300% more than the policy wew are talking about today. Your family will simply not be able to get the same pricing on your funeral thatat we can, causing the cost of your final expenses to be a lot more
What is I'll Save It On MY Own
What are the seven steps in the Selling Cycle? (in order)
What is Introduction, Wants and Needs, Educate, Qualify, Budget, Seal The Deal, and Close?
Allows the prospect explain themselves.
What is Confused Tone?
Conventional sales teaches us to be problem solvers; however, being a problem solver is not enough to give us a competitive edge; we need to be...
What are problem-finders?
Ok. That's not a problem. Well, while I have you on the phone, would it be reasonable to offer you one more quote, just to be sure you were offered the best policy available...?
What is I Already Have It/Took Care of It?
I understand. It must be affordable for it to make sense. Tell me though, if it was more affordable... is this something you would want to have?
What is Price Objection?
What is Pain or Gain Points?
Allows the prospect to feel that we care about their outcome if they do nothing at all
What is Concerned Tone?
To find out a prospects problem an agent must
What is asking the right questions, at the right time, with the right tonality?
Of course, I can send you something, but at this point...I'm not sure exactly what to send you yet. It might make more sense if I could ask you just a few questions to figure out what you might be looking for, and to make sure I can even help you in the first place.
What is Can You Just Email/Mail Something?
Yes, that's not a problem. I understand wanting to run it by someone first. Can I ask... if your (kids/spouse) were here, what do you think they would recommend or think they would say?
What is I/They Want To Run It By Someone/Spouse/Whomever?
What are the two differences in using the Funeral Consumer Guardian Society?
What is;
1. We will advance the beneficiary 80% of their funds without the death certificate (after 2 years)
2. We have FUNERAL CARE Team which consist of Ex-Funeral Directors which is a nationwide program only available for Lincoln Heritage policy holders
This tonality is used when you want tone prospect to let their guard down (builds trust)
What is Playful Tone?
This is a technique used to have the prospect expand on why making a change is a good decision
What are Clarifying Questions?
Oh, I apologize, I didn't mean to offend you....Are you not interested because it MIGHT be unaffordable or because you MIGHT not qualify
What is I'm Not Interested?
That's not a problem, I understand wanting to think about it. Let's pretend for a moment that you take some time, maybe a few days, to think about things... may I ask... is this even something you WANT to have?
What is I Want To Think About IT?
What is the goal of EDUCATING the prospect in the sales process?
What is INTENSIFY their problem and learn to incorporate what they shared in the discovery questions into the script and turn it into a conversation through the presentation