Trouble Getting Personal Information with Telephone Sales

(Public Post)
Are you regularly struggling with objections when it comes time to get personal information for an application when selling by phone?

I saw a question posted in an online forum where an agent was continuing to have objections when asking for the client's Social Security Number on the application.

The problem is ALWAYS trust and credibility.

If you at the application and then you discover there is a trust issue, it is a systemic problem with your overall presentation.
The trust and credibility should be firmly established very early, and often, in the presentation. It can never be skipped.

In fact, they will hear NOTHING of the particulars of the product or solution you are proposing if they do not, first, have the framework of trust and why they should be listening to YOU in the first place. They are bombarded, everywhere, with public service announcements saying that seniors should never give out their personal information over the phone. And they shouldn't.

What makes YOU different and worthy of receiving this information? THAT is the question going on in their head, the whole time you are talking.

We cover this extensively on this members-only page:
https://medicareagenttraining.com/training_modules/selling-100-by-phone/

See the video:

Medicare Supplement Training

Building Trust in the Sale -Friday Webinar from Sept. 20, 2013

This webinar was on considerations in building trust in the Medicare Supplement sale, using off-the-shelf technology and learning how to speak the language of today's Med Supp buyer.   There are ways to effortlessly build trust, using technology, that is…

     


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The Whole System Webinar

February 1 Webinar Replay – the Whole System  This was a walk through of the ENTIRE process from start to finish. This is a long one! Recorded February 2013   {“@context”: “http://schema.org”,”@type”: “VideoObject”,”name”: “020113 Webinar”,”description”: “This video contains 020113 Webinar”,”thumbnailUrl”:…

     


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