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The key to selling most products is to identify the want and to create a need based on that want, selling Life insurance could be approached in many different ways depending on who you are selling to. The important point to establish what type of person you are selling to. Doing this will aid you to determine what the prospects' "hot buttons" are, by doing a quick needs analysis. Assessing needs is important so you can focus on what dives the prospect (family, price ...), if the prospect has a family the fear of loss approach can be used (EG: if you are no longer around, would your family still be able to provide for themselves? You mentioned you have two children and they still young, I'm positive you'd want them to have a good education and a roof of their heads right? If so I can tailor an offer that meets all your specific needs, you would want to review the options available to you right? If the prospect in price sensitive one would need to establish what budget the prospect has in mind and sell the prospect into a product that marchers the budget requirements and offers the best cover relative the the needs of that prospect.
It sounds a lot easier than it is but you develop skills that assist you to find these "hot buttons" quick and easy, all of this can be done while building a relationship with the prospect and having a quick introduction. Earning trust requires more than one contact with a prospect, to gain the prospects trust I would get the details needed to help the person make an informed choice, then sell the feature advantages and benefits that speak to that persons needs.
