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Medicare Blog | Medicare News | Medicare Information

Overcoming Common Sales Objectives

Posted by Lauren Hidalgo on Fri, Apr 06, 2012 @ 09:25 AM

Medicare SupplementsIf your sales aren't as high as you’d like them to be, it might be time for a new perspective. Whether you've encountered situations you haven't dealt with before, or ones that change midway through the sales conversation, a new perspective can help you manage the change.


Here are some questions to ask yourself:

  • Are you visiting/talking to enough clients and prospects? Are you being proactive and keeping your activity high? Determine your customer contact time as a percentage of your total working time. Although, remember not to confuse movement with action.

  • Are you talking to the right people? Consider how your cold-calling strategy and any leads you are purchasing are working for you. What is the rate of return on your investment? Are you speaking with turning 65 leads or older seniors looking to switch plans? Also, make sure you are speaking with the decision maker in the household. Some seniors may prefer you speak to their spouse, caretaker, or child.

  • Are you saying/doing the right things? Are your sales skills up to par? If not, look into taking a course or seeking out advice from someone you admire as a mentor. You can also talk with your marketing representative at PSM, who have sales scripts, tips, and techniques that can help guide you to fulfilling your sales goals.

  • What is your predominant attitude? As cliché as it sounds, your attitude on each call is a small thing that makes a big difference. It sets the tone and drives the call. Are you excited about your product? Find an angle, and be aware that you will drive your sales with it.

When you look at these problems from a different perspective you will find you can increase your sales, improve your approach, and find creative ways to solve the problem you are struggling with.

Please give us your feedback!
What have you done to change your prospective in your business? How did it affect your closing ratio? What advice do you have for other agents who might be struggling?

Source: LifeHealthPro

Additional Updates:
  • Forethought Freedom Process Improvements & April Incentive Contest Announcement - Learn More
  • Are Medicare Select sales opportunities passing you by? - Learn More

Tags: Sales Tips, Success Tips, Senior Market Success, Health Insurance, Cold Calling, Leads, Forethought Medicare Supplement, Medicare Select

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