What gives when prospects will refuse to switch?

[ValeRosso]

Looking for maybe some sales advice, I'm not sure. This is for MAPD. I see a recurring theme: person is on plan A, paying $20-40 a month premium, higher copays, less benefits, less coverage area, less everything. Plan B offers more in every regard, with less copays, less drug costs, and zero premium.

Clearly, logic has absolutely nothing to do with this, because a direct side by side comparison isn't working and rarely works with certain people. The advantage (no pun intended) is 100% clear, and I make sure of it.

The emotional aspect is important as well, maybe I need to work on this part of it with the people that logic isn't working.

What do yall do in these situations...just walk?

 

[axeman462]

Build more rapport

 

[somarco]

People buy on emotion, not logic or price.

Even the bozo's that sell strictly on price don't win every presentation.

Present two options. Since you are talking MAPD you are generally looking at low or no premium so look at the bigger picture.

You currently have plan A with a $20 premium. Copay's are $20 & $40 . . . Dental max benefit is $800 . . . vision is $1000

Plan B has a $0 premium, copays are $10 & $20 . . . dental max is $1200 vision is $1500

Which plan do you like?

Differences that may be obvious to you may not be to your prospect.

This is still selling $$$ but pointing out the benefits of B over A.

Even if the B premium is higher, still point out the benefits.

I don't ever sell on price, only value. It is a different approach but many will pay a slightly higher premium in exchange for more value

 

[policywonk]

Looking for maybe some sales advice, I'm not sure. This is for MAPD. I see a recurring theme: person is on plan A, paying $20-40 a month premium, higher copays, less benefits, less coverage area, less everything. Plan B offers more in every regard, with less copays, less drug costs, and zero premium.

Clearly, logic has absolutely nothing to do with this, because a direct side by side comparison isn't working and rarely works with certain people. The advantage (no pun intended) is 100% clear, and I make sure of it.

The emotional aspect is important as well, maybe I need to work on this part of it with the people that logic isn't working.

What do yall do in these situations...just walk?

That's a losing battle just go on to the next and remember that stickiness also works in your favor with your book of business.I have some clients who have been on the original UHC regional ppo going back to 2007 paying 50 specialist copay with no dental,vision etc and they won't change to the new improved PPO with the same insurance company and same agent!

 

[ValeRosso]

Build more rapport

Yeah good point here

 

[ValeRosso]

People buy on emotion, not logic or price.

Even the bozo's that sell strictly on price don't win every presentation.

Present two options. Since you are talking MAPD you are generally looking at low or no premium so look at the bigger picture.

You currently have plan A with a $20 premium. Copay's are $20 & $40 . . . Dental max benefit is $800 . . . vision is $1000

Plan B has a $0 premium, copays are $10 & $20 . . . dental max is $1200 vision is $1500

Which plan do you like?

Differences that may be obvious to you may not be to your prospect.

This is still selling $$$ but pointing out the benefits of B over A.

Even if the B premium is higher, still point out the benefits.

I don't ever sell on price, only value. It is a different approach but many will pay a slightly higher premium in exchange for more value

Thanks for the example. I do similar to this, but maybe I need to be certain they are following what Im saying and what this looks like in real life examples instead of just showing numbers.

I dont know how to show value after i've already beat their current plan in to a pulp and its carcass is laying there. I mean I could offer them a cheeseburger I guess.

 

[ValeRosso]

That's a losing battle just go on to the next and remember that stickiness also works in your favor with your book of business.I have some clients who have been on the original UHC regional ppo going back to 2007 paying 50 specialist copay with no dental,vision etc and they won't change to the new improved PPO with the same insurance company and same agent!

Yeah that's exactly what im dealing with. Makes no logical sense. Just wish I could have saved these, ya know.On to the next

 

[axeman462]

Looking for maybe some sales advice, I'm not sure. This is for MAPD. I see a recurring theme: person is on plan A, paying $20-40 a month premium, higher copays, less benefits, less coverage area, less everything. Plan B offers more in every regard, with less copays, less drug costs, and zero premium.

Clearly, logic has absolutely nothing to do with this, because a direct side by side comparison isn't working and rarely works with certain people. The advantage (no pun intended) is 100% clear, and I make sure of it.

The emotional aspect is important as well, maybe I need to work on this part of it with the people that logic isn't working.

What do yall do in these situations...just walk?

It's simple. Just study the sales cycle:
Warm up, fact find, present, close, cool down, service,

 

[rmhaire]

What do yall do in these situations

Where are these people coming from ... leads ... people you know?

You're dealing with Boomers and Boomers don not like change. Sounds like a trust issue to me. Like somebody already said. More rapport.

 

[AgentGeneral]

SW4s
Some will
Some wont
So what?
Someone's waiting

Some people I can tell right away, just not gonna gel. buh bye don't waste time when you need it for the next "right" people.

Clients are buying YOU. I agree with the get more rapport. Maybe that's it, maybe not. But if they like you and trust you, theyll buy you (and your product).