Objections are a natural part of sales and business negotiations. It’s an opportunity to show empathy and understanding of your client’s needs, as well as your knowledge of Medicare solutions.
Is It An Objection?
It might be easy to feel defensive, but the first thing to remember is that not every question or concern your prospect expresses is an objection. If you push too hard or over-complicate your answer, they can easily lose interest or get upset.
Simplicity is Key
Medicare is complex enough to understand. Keeping things simple makes it easier for your clients or prospects to understand and see the value in. When your clients can easily see the value in what you are sharing, it’s easier for them to make the decision to move forward. Let your clients guide you on how detailed they want you to be.
“You” Statements
Keep the focus on your client. The relationship you are building with your client or prospect is about them so talk about them and help them to know you are there to help them find solutions for their concerns and healthcare needs.
Open Ended Questions
Build the conversation by asking open-ended questions and letting your client or prospect talk about their concerns. Their answers to your questions can help you find the right solution for them.
When They Say No
The nature of the numbers is that you may receive more no’s than you will yes’s, but remember that your clients now know more about what you offer. Tempting as it may be, don’t try to argue them into saying yes. Agree with them and move on. You can say something like “Okay. If you have questions later, let me know.”
Patience, Practice and Personalization
Be patient with your process. Practice personalizing your answers to reflect your style. You will find out what works best for you over time.
If you are a Medicare agent and have questions about Sales or Medicare, call Arnie Fulmer at 702-820-3133. Arnie Fulmer is a Senior Market Advisor and the principal owner of Fulmer Insurance Group, a Medicare Brokerage Agency located in Las Vegas and licensed in multiple states.
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