SALES SCRIPT STRUCTURE

Confirm who you are and why you're calling. Build immediate trust.

Establish credibility. Position yourself as an independent advocate, not a pushy salesperson.

Get a micro-commitment. Frame the call as low-pressure before asking any questions.

Determine which discovery path to take — YES or NO.

Uncover gaps or weaknesses in their existing coverage.

Understand why they don't have coverage and remove the objection at the root.

Create emotional anchoring around the real cost of final expenses.

Clarify what they want to leave behind and lock in commitment to that goal.

Make the need personal. Lock in the emotional reason to buy.

Collect health info to qualify the client for the right carrier.

Educate briefly so they feel informed, then guide them to the right product.

Anchor the budget conversation and find their comfort zone before presenting numbers.

Present 1–2 options and get verbal buy-in before moving to application.

Move directly into the application. No pausing, no second-guessing.

Reassure, cement the relationship, and open the door to referrals.