August 16, 2021 Meeting – Handling “I want to think about it”

Handling Medicare Objections


Do you ever get those automatic objections to moving forward?

Maybe it is, “I need to sleep on it.” or, “I need to talk to my ….”

We discuss that today and how Melanie and others get through it to take an application.

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How to Call Back Leads

You have leads, but how do you get them to stay on the phone? Here is what we have found to work.
If you have been getting hung up on, never even getting to the part where you can help people, you need to watch this.

Members-only can … watch the video:  

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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/

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Medicare Supplement Training

Selling by Phone From Mexico

Obviously, if you can sell using the telephone, you can sell from anywhere you can have access to a telephone. In the past few months, I have heard from our members who had just sold a case while out on…

     


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2 Lessons in Marketing

Excerpt from https://www.salesgravy.com/sales-articles/automotive/five-lessons-i-learned-at-starbucks.html

“Lesson #1 – Make sure you ask for the business. I have just watched a beggar collect at least $5 worth of donations in the last half hour with a sign that says – “I am saving up for a hooker, weed, wine and a steak dinner.” Not one of the people bothered to read his sign and know what they were even donating for. Not the family man with his wife and children, not the group of older people probably in their 80s, not the business man in the suit, nobody. The beggar obviously learned the power of asking, no matter what.

Lesson #2 – It’s not the money. People pile into Starbucks one after another spending three and four bucks on of a cup coffee. Obviously you can get a cup of coffee at a diner down the street for a lot less money. But yet, people willingly spend a $100 per month or more at Starbucks. Why?

People are buying the experience and the perception of the brand. I am sitting here writing this article in a busy Starbucks and people watching when I could be in the quiet and seclusion of my nice hotel room. The person in the seat next to me is listening to music on an iPod when they could obviously do it for free in the Square with a less expensive cup of coffee. The gentleman in the big living room type chair is reading a novel. People want the experience. Understand your customer and the value they want and the money will become less important. The big three U.S. auto manufacturers give huge rebates, and imports are still kicking their butts. It’s not about the money.”

I'm always surprised with agents who are failing at business discover that it was because they were not asking for the business. They would present options and then just leave it, never politely suggesting that the client move forward with an application.

And, if you feel the product costs too much, it's too hard for them to sign up online with you, or it's crazy for you to ask for their personal information over the phone – so will they. YOUR objection will become their objection. It's true! You have to be convinced, first, that the sale is in their best interest. When you are convinced, get out of your own way – ask for the sale and deserve it and you'll have it.

Chris Westfall

Medicare Supplement Training

Top Objection: “I don’t like bank drafts!”

Handling objections: Don't want to give you my checking account information

One of THE most common objections we face, when setting someone up with an electronic application, is that they hesitate to give out their banking information because they do not trust other people to have access to their bank account….

     


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New Member Overview Webinar

New Member / Overview Webinar from 08-15-14: Download Webinar Slides Medicare Made Clear InfoGraphic Obamacare Medicare InfoGraphic New:  Sales Tools – Best Tips from Agents   from Senior Market Advisor May 2014 More Resources regarding the Home Healthcare Opportunity: IMPORTANT LATEST…

     


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Webinar with Rob Liano – Rockstar Training

Today we have a special guest, Rob Liano. Please watch the video here: <[email protected]@> See Rob's Materials Here About Rob Liano If the world is a stage, Rob Liano, the “Rock Star Sales Trainer” is front and center. Not only…

     


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February 13 Conference Call

Feb 13th Conference Call Replay Topics Covered: Combined Medicare Supplement Launch (We are no longer writing) Equitable Life launch and contracting information (We are no longer writing) Universal Healthcare (MA) Going Under Important Discussion on DRAFT vs. Effective Dates on…

     


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