Developing a Consistent Health Insurance Sales Presentation
At this point you need to focus on developing a consistent health insurance sales presentation in order to be able to do your health insurance presentation the same way every time. There are several reasons for to do this as a new health agent.
As you know, each of your health insurance prospects are unique with different needs, and I am in no way that you try to sell everyone the same product. Instead I am suggesting that you establish a routine of how you present to customers so that you are able to make more health insurance sales.
“The devil is in the details:”
The smallest things make a big difference when selling health insurance. You are selling an intangible product that the customer really can’t hold in their hand so you need to plan your presentation so that the health insurance prospect is paying close attention to what you are telling or showing them. To do this you need to have every detail planned out and practiced so that you dont give too long a presentation (health insurance prospect’s eyes glazed over or staring off into the distance) or too short of a presentation (not enough information for prospect, leaves objections in their mind.)
How you can accomplish the perfect legnth for a presentation is have every detail down from how you lay out all of your paperwork and product brochures to the order in which you present your health insurance products and policy features. Remeber, you are not selling a car or vacuum cleaner, you and some papers are all they have to look at.
You will also need to be carefull to control the health insurance presentation so that attention is focused on what you are showing, that there are no distractions created, and few objections not handled before they become objections.
Once you have your presentation planned out, you will need to practice it several times before going live. If you work the bugs out beforehand you will know that your health insurance sales presentation will work with confidence. Also if you do not practice and struggle with some portion you may end up eliminating a part of your presentation that would work well when you gain confidence.
My next article I am going from soup to nuts on exactly how I do my presentations every time. This is the way my mentor taught me and it works. I have seen new agents that have struggled learn this and almost instantly improve results…
Next: My Health Insurance Sales Presentation
- 1. my story
- 2. Getting Started In Health Insurance
- 3. Health insurance Lead Generation
- 4. Health insurance Prospecting and Sales Presentations
- 5. Running your new Health Insurance Business