We’ve talked a lot about what you should say to get the most out of your sales appointments, but what about what you shouldn’t say? It may be more important to avoid certain phrases than to focus on others. One poorly phrased question can completely turn a sale in the wrong direction. These are our top three Medicare sales tips for what not to say in a sales appointment:
This is a sure way to end your appointment and never hear from the prospective client again. They may speak to another agent after they think about it and buy from him, or they may take your advice and enroll online. Instead, try something like “Can I call you back on Thursday? That way, you can think about it for awhile.” Make a promise to follow up on a specific day and let the client know that this is not the end. You are still going to be there to help them enroll and answer all of their questions. If they truly want to think about things before making a decision, great! Just don’t give them an easy way to forget about you and choose to enroll online.
There is such a thing as saying someone’s name too much. After a while, it starts to sound fake. The client will realize you’re just using a sales tactic and feel insecure or cheated. Only use the client’s name when it feels natural. For example, “Thank you for your time, Joe,” or “Thanks, Mary, I’ll write that down,” are natural. It makes sense to address the person you’re talking to by name. However, sometimes it feels forced. For example, “Joe, I think this product will work well for you, Joe, due to your needs” is far too much and can make the client uncomfortable.
Medicare is confusing – that’s why you have a job! However, when you’re explaining things to clients, try to avoid giving more information than they need. Too many complicated phrases and numbers will likely stress them out. Learn about their needs first, then only discuss applicable information (unless they ask questions).
Avoid insurance jargon and practice keeping your descriptions short and simple. For example, Medicare Advantage can be complicated to discuss. Instead of telling them every detail right away, explain that it is a combination of hospital and doctor coverage rolled into one plan with additional benefits like prescription drug coverage and dental and vision. You may also want to mention that Medicare Advantage can save them money, but that’s all you need to say about it until you know how they want to proceed.
Through real experiences, you’ll learn what other things can turn clients away or bring them in closer. Take note of them and always try to learn and improve yourself! Eventually, if you practice them, these tactics will become habitual and you’ll be well on your way to becoming a top seller!