FinalExpenseRookie
Expert
- 25
Hello, everyone
I am about to get some telemarketing leads for health insurance. I plan on selling face-to-face.
I know that some like to close a sale on the first visit or use closing techniques to try and get the sale. That is not me, I am not comfortable doing things that way. I like to be more of a consultant than a sales person. Of course I still want to get the sale, just in a different manner.
I plan on setting face-to-face appointments by phone, with the client. I don't plan on showing any plans on this first appointment. I plan on introducing myself, give some history about myself and what I do, build some sort of rapport...and then do a fact finder.
I will find out the clients current health insurance situation. What they like about their current plan, what they dont like. Have they had any large rate increases lately, What's important to them in a plan..etc .I will have medically quailfied them during the appointment phone call already, so no need to ask a lot of medical questions, just what I need to fill in the gaps.
Once I am done with the fact finder, I will set a second appointment to go over the proposals and recomendations with the client. I will do a pre-pre close before I leave. " Mr. Jones, If I can show you a plan during our next visit, that will save you a significant amount of money and increase your benefits, Is their reason why you would not want to move foward at that time? "
Then I would take my time with the information I gathered from the client, and find the best fit for their needs. I will use everything they told me to aid me in my second visit.
I know this is more work on my part. But I feel knowing myself that I would close more sales like this and do a better job for the client. What do you guys think? Does anyone have a good fact finder, for health insurance, that they would be willing to share ?
I am about to get some telemarketing leads for health insurance. I plan on selling face-to-face.
I know that some like to close a sale on the first visit or use closing techniques to try and get the sale. That is not me, I am not comfortable doing things that way. I like to be more of a consultant than a sales person. Of course I still want to get the sale, just in a different manner.
I plan on setting face-to-face appointments by phone, with the client. I don't plan on showing any plans on this first appointment. I plan on introducing myself, give some history about myself and what I do, build some sort of rapport...and then do a fact finder.
I will find out the clients current health insurance situation. What they like about their current plan, what they dont like. Have they had any large rate increases lately, What's important to them in a plan..etc .I will have medically quailfied them during the appointment phone call already, so no need to ask a lot of medical questions, just what I need to fill in the gaps.
Once I am done with the fact finder, I will set a second appointment to go over the proposals and recomendations with the client. I will do a pre-pre close before I leave. " Mr. Jones, If I can show you a plan during our next visit, that will save you a significant amount of money and increase your benefits, Is their reason why you would not want to move foward at that time? "
Then I would take my time with the information I gathered from the client, and find the best fit for their needs. I will use everything they told me to aid me in my second visit.
I know this is more work on my part. But I feel knowing myself that I would close more sales like this and do a better job for the client. What do you guys think? Does anyone have a good fact finder, for health insurance, that they would be willing to share ?