SPIELS FOR TELEPHONE PROSPECTING FOR SUN LIFE

WARM SPIEL:

Hello, Good Morning / Good Afternoon, this is Grace from Sun Life Financial. I am looking for Mr.
Noah Cruz? (Wait for a response). Mr. Cruz, you were referred by your officemate (mention how the
prospect is related to your client), Ms. Sarah Santos. I understand that you are interested in getting
investment and insurance from Sun Life. (Wait for a response then set specific time).

COLD SPIEL:

Hello, Good Morning / Good Afternoon, this is Grace from Sun Life Financial. I am looking for Mr.
Chicco Tan? (Wait for a response). We got your number from Sun Life’s priority list and we would
like to discuss Sun Life’s programs about insurance and investments (then set specific time).

SPECIFIC TIME: (BOTH FOR COLD AND WARM LEADS)

Examples:

 Would Monday morning be good or would you prefer on Tuesday afternoon?

 Would it be better on Friday evening or Saturday morning?
 How about meeting you on Saturday afternoon or Sunday morning?
 Do you prefer weekdays or weekends?

SPECIFIC LOCATION: (WARM LEADS)

Examples:

 Would it be good to meet in a quiet coffee shop in Makati or Paranaque?

 May I know where your office is? Would you prefer at your office or a coffee shop nearby?
 How about we meet at a restaurant or coffee shop near your place?

SPECIFIC LOCATION: (COLD LEADS)

Examples:

 May I know where your office is? I can definitely meet you in your office or around the area.
 May I know where your office is? We can meet in your office lobby or any coffee shop near your
office.

CONFIRMATION OF DETAILS:

Once prospect confirms an appointment, make sure to recap details.

Example:

“So Mr. Cruz, just to review the details we are going to meet on Saturday morning, 10 AM at Starbucks
Coffee shop in Las Pinas, okay?”

Building your POP (Prospecting Over the Phone) Skill: Know What To Say and Master How You Say It
Last revision date: April 2018
CLOSING SPIEL:

Thank you for taking my call. Enjoy the rest of your day, bye.
Looking forward in meeting you. See you on weekend.

If unsuccessful in setting an appointment: “In case you would like to get in touch with me to discuss Sun
Life, my line is always open. Thank you for your time, have a great day.”

REBUTTALS FOR TELEPHONE PROSPECTING FOR SUN LIFE ADVISORS

OBJECTIONS REBUTTALS

I am not interested. Mr. / Ms. _______, I understand you are not

(‘Di ako interested sa mga ganyan, sorry.) interested in something you still do not know. How
about a chance to explain what is this all about
(then set specific time – 2 options).

Mr. / Ms.________, may I know the reason why

you are not interested? (Listen to objection/s and
rebut, set specific time -2 options).

I am too busy. Mr. / Ms._______, I know how busy you are

(Busy talaga ako eh.) because I am a busy person as well. How about we
allot 15-30 minutes of our time so we can quickly
discuss it (then set specific time).

Mr. / Ms. _______, I know how busy you are and

that is exactly the reason why I am setting a very
short meeting ahead of time. This will just take 15-
30 minutes so let us meet on (then set specific
time).

It is a waste of my time. Mr. / Ms._________, I know you value your time

(Naku, masasayang lang oras ko diyan.) and I won’t be wasting my time either calling you
for nothing. I am sure that you will know the
importance of getting insured so let us quickly
discuss it on (then set specific time).

What’s the idea? What is this all about? Mr. / Ms.__________, this is insurance and
(Ano ba yan?) investment which I can explain better and faster
when we meet in person (then set specific time).

I already have insurance. Mr. / Ms. _________, I am happy to know that you
(Ay, meron na ako niyan.) are already insured. May I know if your policy is
from Sun Life or another insurance company?

Building your POP (Prospecting Over the Phone) Skill: Know What To Say and Master How You Say It
Last revision date: April 2018
 If policy is from Sun Life:

May I know when did you get your policy with Sun
Life?
May I know the name of your advisor?

*If prospect cannot remember…

Mr. / Ms. _________, we can review your policy to

check if it still meets your current needs (then set
specific time).

If policy is not from Sun Life:

Good to hear that! It is nice to know that you

already know the importance of insurance. Saving
up by getting additional coverage is something I
can explain better when we meet in person (then
set specific time).

I am sorry but I cannot afford it. I have no money. I understand you are on a tight budget Mr. / Ms.
(Medyo tight ang budget ko ngayon.) _______, but there is no obligation on your part
except to give me 15-30 minutes of your time
(then specific time).

I have a relative / friend in the industry. It is nice to hear that Mr. / Ms. ______. I am sure
(Yung ninang ko nasa insurance din.) that your relative exactly knows the importance of
getting insured. We can discuss better and other
options for you by (then set specific time).

This is not a good time. I am driving / This is not a I am sorry this is not a good time, Mr. / Ms.
good time. I am in a meeting. _______. When is the best time to call you back?
(Nasa meeting kasi ako. / Driving ako.) (If prospect says I do not know) “I will call you
back after 30 minutes okay? (then end the call).

Is this insurance? Yes Mr. /Ms. ________, this is insurance and

(Insurance ba ‘to?) investment. Why do you ask?
*Listen to the objection/s then rebut (set specific
time).

I do not believe in insurance. Mr. / Ms. _______, I understand you do not believe
(‘Di ako naniniwala diyan.) in something you are not yet familiar with. How
about a chance to explain what is this all about
(then set specific time).

May I know the reason why you do not believe in

Building your POP (Prospecting Over the Phone) Skill: Know What To Say and Master How You Say It
Last revision date: April 2018
 insurance? (Listen to objection/s and rebut, set
specific time -2 options).

Are you selling something? Mr. / Ms. ________, Yes, but more than the sale, it
(Nagbebenta ka ba?) is something that will be of value to you and your
family. Let me explain to you better and faster in
person (then specific time).

I am not sure yet of my schedule. I have to check Mr. / Ms. ______, I do not want to rush you. I will
my calendar first. be giving you a call back in an hour and I am sure
(Check ko muna schedule ko.) by that time we can already finalize our meeting,
okay? (end the call).

(This only applies to VIPs, executives, etc. who

really have tight schedule or their secretaries
handle the schedule for them).

If prospect is making an excuse, PROBE like:

May I know what time you usually work? / May I

know your rest days? / Where do you work again?
(then go back to setting of appointment).

Can you just text me instead? I see. I can definitely text you Mr. / Ms. _________
(Text text na lang tayo ha?) but we need to see each other so I can explain Sun
Life to you better. Let us meet on (then set specific
time).

Why don’t you just discuss the products over the Mr. / Ms. __________, it is nice to know you are
phone? interested. For you to be able to better understand
(Sige, discuss mo na ngayon dito sa phone.) insurance and investment, there are materials I
need to show you in person. Let us have a short
meeting (then set specific time).

Can you e-mail me first the details of the products Mr. / Ms. ________, I am happy that you are
instead? interested to know more about Sun Life. Due to
(E-mail mo muna sakin para ma-review ko.) confidentiality reasons, it would be best for us to
have a short meeting so I can personally show you
the materials (then set specific time).

I already have a Sun Life financial advisor. Congratulations on being insured Mr. / Ms.
(May advisor na ako ng Sun Life.) _______. May I know who is your advisor?

*If the prospect/client no longer remembers the

Building your POP (Prospecting Over the Phone) Skill: Know What To Say and Master How You Say It
Last revision date: April 2018
 advisor:

Mr./Ms. ________, I understand that you no longer

have communication with your advisor. I
recommend we review the details of your policy to
check if it still meets your current needs (then set
specific time).

*If the prospect/client remembers and is in touch/

still satisfied with the services of the advisor:

Mr./Ms. _________, it is nice to hear that you are

already insured. Should you need to know more
about our products, my line is always open. Thank
you for your time. Have a great day!

I do not need it. May I know the reason why you think you do not
(Ay, di ko na kailangan niyan.) need it?

I understand you have not seen the value yet of

getting insured now. Let me briefly discuss to you
how important it is on (then set specific time).

I only want investments, not insurance. That’s good. We can discuss about the perfect
(Investments lang gusto ko, ‘di insurance.) investment product for you by meeting me on
(then set specific time).

Is this networking? It seems like networking but it is totally different as

(Networking ba ‘to. Scam kayo no?) we explain to our clients how to handle their
finances very well. Let me explain to you further on
(then specific time).

Can I ask my spouse first? Definitely. I also recommend that you bring your
(Tanong ko muna sa asawa ko ‘yan.) spouse when we meet so both of you will
understand the importance of insurance and
investment. Let’s set a short meeting on (then set
specific time).

REMINDERS:

1. VISIT WARSAW PRIOR TO CALLING.

2. DO VERBAL EXERCISES.
3. APPLY HEARS TECHNIQUE.
4. MAKE SURE TO BE CLOSING ALL THE TIME.
5. IT IS OKAY TO BE NERVOUS BUT NOT CALLING YOUR PROSPECTS IS NOT.

Building your POP (Prospecting Over the Phone) Skill: Know What To Say and Master How You Say It
Last revision date: April 2018
Building your POP (Prospecting Over the Phone) Skill: Know What To Say and Master How You Say It
Last revision date: April 2018