AIDA

B

Bitnis

Super Genius
100+ Post Club
223
(for anyone who doesn't know A=attention I=interest D=decision A=action)

What does your typical flow chart of AIDA look like in the sales process when selling health insurance?

I know some people like to do it all by telephone and some like face to face. Some like one call closes and others probably wish they could or choose to do it more up close and personal.

I'm just wondering what the process should look like. When do you do your fact finding? Fact finding seems to be the next logical step in the process after initial contact. When/how do you qualify them as being worth more of your time? People are so busy these days it seems like a long drawn out process is not to anyones advantage but a one call close on cold contacts seems unlikely.

Thanks, again!
 
Bitnis said:
how do you qualify them as being worth more of your time?
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I do most of my sales in person. You can just ask them if they have any health problems while you have them on the phone. Just ask them if they are in good health or have health problems. Before you go out and see them.

Because one of my markets is insuring the uninsurable, I can take most any client with some kind of coverage. Everyone is worth my time.
 
Analysis to paralysis.

I have been through most of those "sales" courses and can tell you they are more of a hindrance than a help. While you are trying to fit your prospect into a box so you know how to close them, they are trying to figure out if you are really wanting to help them solve their problem or just earn a buck at their expense.

Most of the time, you lose that bet.

If empathy, compassion and a genuine interest in your prospect does not come naturally, then at least learn how to ask questions and let them talk.

Then listen and take copious notes.

Most of my life I have been a yellow pad salesman. No formal proposals. When I went in front of a client for the first time the only thing I took out was a yellow pad. I start by asking the basics (name, DOB, address . . .) then get into general questions which lead to specific questions.

They didn't know it, but they were on the witness stand and I was Perry Mason. Asking simple questions, smiling, making notes and moving forward.

If you don't know who Perry Mason is, then how about Columbo? I was very unassuming but not near as rumpled in appearance.

Asking questions, especially the RIGHT questions is the key. Taking notes and coming back to what they said is just as important.

If you ask the right questions, take good notes, you won't have to worry about putting people in psychological boxes or closing techniques. They will eventually tell you exactly what they want so when you show it to them it will seem as if you had read their mind.
 
Somarco,

Another great post!

I'm glad to hear that I can semi-wing this for a while. I'm sort of the ready, fire, aim type of guy.

Thanks
 
Maybe they don't teach that any more.
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My guess would be no . . . but it has been a while since I have worked in a structured environment.

My perception is, new agents are taught the basics on a few products, told how to trash the other carriers plans and put the hard sell close on them.

When I first talk to a prospect I have no idea what they need, what they want, or what they can afford.

But after a few minutes of Q&A the answer is a clear as day.
 
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