insurance sales script

Actors use scripts when they perform. Politicians use scripts when they give speeches. And successful insurance agents use scripts when they pitch products. If your sales pitch isn’t yielding the results you want, it may be time to upgrade to a better insurance sales script.

Why Do Agents Need Scripts?

When you deliver a pitch, you have a small amount of time to make a big impact. If you fail to capture your prospect’s attention and make a strong case, you might not get a second chance.

No matter how well you know the subject matter, it’s hard to make your point in a consistent and compelling manner without a script. Sometimes you might get lucky and nail it, but other times you’ll flounder or forget a key point. A script allows you to put your best foot forward every single time.

Going without a script is a waste of your time as well as your prospect’s time. However, having any old script isn’t enough. You need a proven script that accomplishes everything it sets out to do, and you need to deliver it well. If you’re not using an insurance sales script, it’s time to consider adopting one. And if you’re already using an insurance sales script, you should make sure it’s doing its job.

Does Your Sales Script Check All the Boxes?

Your sales script needs to pack a mighty punch. To succeed, it needs certain essential elements:

  • A strong hook. Starting with the very first line, you need to pique your prospect’s interest. Your sales script should begin with a hook that makes your prospect think, catches them by surprise, and most importantly, makes them want to hear what you’re going to say next. It’s a tall order, and that’s why a good sales script is a valuable tool.
  • Engagement. A strong script shouldn’t be about you, the person delivering it. The script should be about your prospect. To engage your prospect, the script needs to be relevant. How does the script address the prospect’s problems? It should also prompt interaction by asking questions and encouraging thought.
  • A call to action. A sales script is supposed to inspire the prospect to buy insurance, or at least to learn more about buying insurance. Your script should make the next steps very clear.

How Long Should a Script Be?

Shakespeare wrote that “brevity is the soul of wit.” Lincoln’s Gettysburg Address, often seen as one of the most powerful speeches in history, is only 272 words.

Longer isn’t always better. In fact, the opposite is generally true. The last thing you want to do is capture your prospect’s attention with a powerful hook only to have that attention wane as you ramble on and on for minutes.

Your sales script should be as brief as possible while still conveying the information it needs to.

Delivery Is Key

Actors memorize scripts and politicians frequently use teleprompters – but it should never sound like they’re reading lines.

Likewise, when you deliver your insurance sales script, it shouldn’t sound like you’re reading from a script. To deliver your script successfully, you need to practice it until the words flow naturally and with confidence. Luckily, the script should be short, so there’s not too much to memorize!

A sales script isn’t exactly like a movie script or political speech, however. In a political speech, the politician is typically the only one who’s speaking. In a movie script, there are multiple speakers, but they’re all reading from the same script. When you deliver your sales script, you’re interacting with someone who is not reading from a script, so you need to be ready to respond to unexpected questions and answers.

If your prospect says something other than what you were expecting, you don’t want to become flustered. You don’t want to ignore the comment and plow ahead as if nothing was said, either. This means your script needs to be flexible. Anticipate unusual responses and have a backup line ready to go.

Do You Need a Proven Disability Insurance Sales Script?

Here at DIS, we want to make things as easy as possible for you. That’s why we’re offering a disability insurance presentation kit that includes a step-by-step sales script as well a pre-approach sales letter, a sales presentation worksheet, an income gap diagram, disability statistics AND a waiver of liability form. Once you have this proven kit, you can start practicing the sales script until you can deliver it effectively. Download your kit today.


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