Tie-downs
End every high-stakes explanation with a question that forces a verbal. No head nods on the phone. If you don't hear a word, they didn't agree.
“Does that make sense? … Does that sound fair? … Fair enough?”
Sales Techniques
The moves behind the words
The script works because of these. Learn the technique and you can recover anywhere on the call.
Doubt creation
Never attack their current coverage. Ask a question they can't answer, then go quiet. The doubt has to come out of their mouth or they'll defend the policy.
“If you were 72 and retired, would that work policy still be there?”
Three options, never one
One price is a yes-or-no. Three prices is a which-one. The middle becomes the safe choice, and you always recommend one at the close.
“I'll show you three so you can see the range, not just one.”
Dollar a day
Divide the monthly to the day and anchor it to something real they already buy. Never say the monthly number and stop talking.
“That's about a dollar forty a day. That's one large coffee.”
Strategic silence
After the price, after the recommendation, after the referral ask: stop. Whoever speaks first buys. Count to ten in your head if you have to.
“…”
Use the beneficiary's name
You got Linda's name in stage four for a reason. From that point on it's never 'your family', it's always Linda.
“This turns a fourteen thousand dollar problem for Linda into zero.”
Isolate before you answer
The first objection is almost never the real one. Ask which of the three it is: coverage, price, or spouse. Then answer only that one.
“Is it the coverage amount, the price, or do you want to talk to Linda first?”
Preliminary decision close
Every objection answer ends the same way: if that piece were handled, are we moving forward today? It turns a maybe into a yes-or-a-real-objection.
“If we could get that handled, would you be ready to move forward today?”
Assume the paperwork
Don't ask permission to start the application. Announce it while you're still sharing your screen.
“Perfect. I'll get the application started right now while we're on here together.”
Show, don't tell
Every number goes on the screen live. Quote from HP Pro while they watch. A quoted-from-memory price sounds made up.
“Watch my screen, I'm running your actual numbers right now.”
Normalize, never shame
When they haven't planned anything, tell them they're normal. Shame makes people defend and hang up.
“You're normal. Almost nobody does. That's why they built this thing.”
Referral while you're warm
Ask for names, not permission, and send the intro text live on screen share. A referral sent next week is a cold call.
“Who are two or three veterans nobody's ever explained this to?”