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I don’t think I have ever “sold” a Medicare Supplement Plan. If my goal was to simply make a sale I probably would have failed at this a long time ago.
People hate to be “sold” anything but they love getting help when making a purchase. I know nothing about anything electrical. But, if I go to a hardware store and there is someone there to answer my questions, an “expert”, and give me guidance/educate me then I usually come home with the parts necessary to fix the problem and they make a sale. I may be able to purchase the same stuff at Walmart for less money but there won’t be anyone there to help me understand what I need.
Doesn’t it then make sense that when talking to someone about insurance that they will appreciate it a lot more if I explain/educate them about the product they are looking for as opposed to simply trying to sell it to them? Aren’t they more likely to buy something they understand from the person who helped them understand it?
Forget the fancy Power Point presentations or using a laptop that requires the prospect to be sitting next to you, you can’t see their eyes or read their body language when they are sitting next to you. Forget the flip charts and canned presentations that sound like they are coming from a robot. Forget trying to make yourself sound important and official.
These people are seniors, they have been around the block many times. They have heard and seen it all. Gimmicks and tricks don’t work well with them. Be up front with them and just be yourself.
Sit down with your prospect and just have a conversation. Break everything down in basic and simple terms that you know they will understand. Remember, they are not insurance agents and probably know very little about insurance so don’t use insurance terminology. Don’t be rigid, relax and enjoy yourself.
Put selling them something out of your mind and guide them to the company and plan that is going to be the best investment of their premium dollar.
They don't always know what's best for them. Many times letting them choose isn't going to be in their best interest. You are the Medicare Expert, be decisive in your recommendations. If they knew as much about it as you do then there would be no reason for them to be talking to you.
People hate to be “sold” anything but they love getting help when making a purchase. I know nothing about anything electrical. But, if I go to a hardware store and there is someone there to answer my questions, an “expert”, and give me guidance/educate me then I usually come home with the parts necessary to fix the problem and they make a sale. I may be able to purchase the same stuff at Walmart for less money but there won’t be anyone there to help me understand what I need.
Doesn’t it then make sense that when talking to someone about insurance that they will appreciate it a lot more if I explain/educate them about the product they are looking for as opposed to simply trying to sell it to them? Aren’t they more likely to buy something they understand from the person who helped them understand it?
Forget the fancy Power Point presentations or using a laptop that requires the prospect to be sitting next to you, you can’t see their eyes or read their body language when they are sitting next to you. Forget the flip charts and canned presentations that sound like they are coming from a robot. Forget trying to make yourself sound important and official.
These people are seniors, they have been around the block many times. They have heard and seen it all. Gimmicks and tricks don’t work well with them. Be up front with them and just be yourself.
Sit down with your prospect and just have a conversation. Break everything down in basic and simple terms that you know they will understand. Remember, they are not insurance agents and probably know very little about insurance so don’t use insurance terminology. Don’t be rigid, relax and enjoy yourself.
Put selling them something out of your mind and guide them to the company and plan that is going to be the best investment of their premium dollar.
They don't always know what's best for them. Many times letting them choose isn't going to be in their best interest. You are the Medicare Expert, be decisive in your recommendations. If they knew as much about it as you do then there would be no reason for them to be talking to you.
) and I think in part it's because I don't go in thinking I'm going to 'sell' them anything. I present myself as someone who helps navigate the Medicare process and offer prices on several different companies that offer med supps. By the end of the meeting, I don't hardly have to 'ask for the sale', they pick one and say "I'll take that one, what's next?" The few I have not 'sold', it's either because I didn't realize going into the meeting that they didn't need it (have insurance with husband/wife), or they are going to have me come back in a month, like after they go on vacation or whatnot. 
