Trust is the foundation for all successful health insurance sales; if a prospect doesn’t trust you the odds of closing the sale are low. They might have had a prior negative experience with an agent, finding them pushy, overbearing, self-serving, or aggressive. Instead, position yourself as an advocate rather than a salesperson, and establish trust that you will guide and advise them effectively. This is especially important during this era where health reform has left many seniors confused and uncertain about the policy that will best fit their health and financial needs.
Asking the right questions, listening to your clients, and showing empathy toward their situation all work together in establishing trust with each prospect and therefore achieve consistent sales.
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Source: Agents Sales Journal