JSD8675
Expert
I have gone out watching my manager sell Med Adv, Med Supp, LTC, etc,.. to seniors:
This is how he does it:
Tell me what techniques are good, what not:
There is a card printed out that the senior fills out asking for free information on medicare changes, and how it affects them.
We walk up to the door. He rings the bell, they come to the door, and he calls them by name, and tells them he's here for the appointment regarding Medicare.
After we get in, we sit down.
He starts by asking them if they have Medicare part A and B.
After this, he asks about the spouse, and then proceeds to ask how their health is.
Following this, he highlights the current coverages from medicare, and explains (depending on the situation,) that there are new Medicare advantage (or supp) plans that would better benefit the client, and goes over the benefits.
At this point, he sells Med Adv, or Med Supp.
OR, he moves to a STC or LTC presentation if their Medicare is better as is.
Upon objection, the guy seems to be a really hard closer,... almost to the point where I am embarassed.
Here are his objections:
You can't get insurance after the fact, and that many people are sorry once they can't get it.
When the money comes up, he brings up the fact that the savings in the new Med plan, or LTC/STC plan is there to protect their savings, thereby asking the senior to use their savings to fund the plan.
He also throws in the enrollment period, if it applies, the fact that he'll only be in the area, and the 30-day free look.
The problems I have with his visits are:
He makes it seem, even if they never budge until the end, that he will never come back after that point. The agency itself's literature pushes referrals, but he tells me he leaves no business card if they don't buy (which I don't understand,) and that he has no interest in a referral if they don't buy.
Is this the agent being bitter after 10 years of sales not to try and leave a card or two for a possible remorse call-back by the client later? Is he hurting himself by not asking for a referral even if they thought he was a nice guy, and a friend, or family member could use the services?
Should he be asking if anybody else they know could use one of these plans, even if they don't?
My manager is awesome with what he does, but I am questionable about the last part of the selling process, with a belaboring close (which could be necessary,) and almost a bitter end if they don't with no possibility of referral/later sale.
What do you guys think? I want to pick up the good parts of his technique, while leaving the less desired parts, if possible.
This is how he does it:
Tell me what techniques are good, what not:
There is a card printed out that the senior fills out asking for free information on medicare changes, and how it affects them.
We walk up to the door. He rings the bell, they come to the door, and he calls them by name, and tells them he's here for the appointment regarding Medicare.
After we get in, we sit down.
He starts by asking them if they have Medicare part A and B.
After this, he asks about the spouse, and then proceeds to ask how their health is.
Following this, he highlights the current coverages from medicare, and explains (depending on the situation,) that there are new Medicare advantage (or supp) plans that would better benefit the client, and goes over the benefits.
At this point, he sells Med Adv, or Med Supp.
OR, he moves to a STC or LTC presentation if their Medicare is better as is.
Upon objection, the guy seems to be a really hard closer,... almost to the point where I am embarassed.
Here are his objections:
You can't get insurance after the fact, and that many people are sorry once they can't get it.
When the money comes up, he brings up the fact that the savings in the new Med plan, or LTC/STC plan is there to protect their savings, thereby asking the senior to use their savings to fund the plan.
He also throws in the enrollment period, if it applies, the fact that he'll only be in the area, and the 30-day free look.
The problems I have with his visits are:
He makes it seem, even if they never budge until the end, that he will never come back after that point. The agency itself's literature pushes referrals, but he tells me he leaves no business card if they don't buy (which I don't understand,) and that he has no interest in a referral if they don't buy.
Is this the agent being bitter after 10 years of sales not to try and leave a card or two for a possible remorse call-back by the client later? Is he hurting himself by not asking for a referral even if they thought he was a nice guy, and a friend, or family member could use the services?
Should he be asking if anybody else they know could use one of these plans, even if they don't?
My manager is awesome with what he does, but I am questionable about the last part of the selling process, with a belaboring close (which could be necessary,) and almost a bitter end if they don't with no possibility of referral/later sale.
What do you guys think? I want to pick up the good parts of his technique, while leaving the less desired parts, if possible.
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