In the area of insurance sales, mastering the art of selling Medicare over the phone requires a unique set of skills. Unlike face-to-face interactions, phone sales require an ability to communicate effectively, build rapport, and convey trust solely through your voice. The following tips for telesales can help agents hone their phone sales techniques and excel in this competitive field.
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Most sales are a numbers game, the more people you reach, the better the chance of making a sale. The same rule applies for telesales training. The more prospects an agent calls, the more at ease they become starting a conversation.
Know Your Audience
It is crucial to understand the demographics, needs, and concerns of Medicare-eligible individuals before contacting anyone. Agents should tailor their approach and language to resonate with each individual, emphasizing the benefits and coverage options that matter most to them.
Be Prepared
Before making any calls, agents must have a solid understanding of the various Medicare plans available. This includes Original Medicare, Medicare Advantage, and Medicare Supplement plans. To be prepared to address questions or concerns, agents must be up to date on coverage details, costs, and enrollment periods.
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Build Trust and Rapport with prospects
The first thing agents should do when placing a phone call is establish trust. Every call should start with the agent introducing themself and explaining the purpose of the call in a friendly and professional manner. Taking the time to actively listen to the prospect’s needs and concerns is imperative. It is important to demonstrate empathy and understanding throughout the conversation.
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Focus on Benefits
Do not bombard prospects with technical details about different plans. It is best to focus on the benefits they will receive, how each plan can improve their quality of life, provide peace of mind, and save them money on healthcare.
Use Examples
Share real-life examples of how Medicare coverage has made a positive impact on others. Personal anecdotes help prospects visualize themselves benefiting from the coverage you’re offering. Sharing stories also helps build a bond between the agent and the prospect.
Find out what you can’t say when selling Medicare
Ask Open-Ended Questions
Encourage dialogue by asking open-ended questions that prompt prospects to share their healthcare needs and preferences. This keeps the conversation going naturally as well as helps you gather valuable information about what products would best suit them.
Address Objections with Empathy
It’s inevitable that prospects will have objections during sales calls. Instead of dismissing objections, acknowledge them with empathy and address them head-on. Offer solutions that align with the prospect’s needs and concerns.
Follow Up and Follow Through
After a call is finished, it is very important to follow up with prospects as promised. Agents can send personalized follow up emails, letters or call to reiterate key points discussed during the call and offer further assistance. A consistent follow-up lets prospects know you are committed to helping find the best Medicare solution.
Stay Compliant
All agents should be aware of all communications & Medicare regulations and compliance guidelines. This ensures your sales practices adhere to both ethical & industry standards. Agents who use misleading or deceptive tactics can damage their credibility in the business community and may suffer serious regulatory consequences. Always follow all permission to contact rules!
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Continue Learning
Because the Medicare landscape is always changing, with plan changes, regulations, and market trends, agents need to stay informed. This can be accomplished by attending training sessions, webinars, and industry conferences. These are great options to help sharpen skills and stay ahead of competitors.
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Additional tips for telesales
Incorporating the tips for telesales into your Medicare sales strategy can help build stronger relationships with prospects, and ultimately increase sales. Please keep in mind, mastering phone sales requires dedication and is an ongoing task.
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The better an agent can validate an prospects objection and propose an acceptable solution with your services, the better you will overcome objections.
Important; listen closely to your prospects to get a sense of their interest in the information you are offering. In some cases, it’s better to hang up early and spend time on the next prospect
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