Are you qualified to qualify?

Brett Henry

If you’ve been in sales long enough, you know what it means to properly qualify a potential client. But do you know how to ask the right questions. An agent will get a lead stating that the lead is looking for health insurance. But are they really? Are they looking for something short term, before they turn 65? Are they without insurance right now and for how long? What carrier do they have and what has been there experience? What deductibles do they have and what are their co-pays? Most importantly, if they have a current plan. What is the Max out of pocket?

Qualifying starts with asking a question and then listening. Having a conversation, not a dialogue. We are all human and must have that human connection with the person in front of us or on the phone. Tells stories of what you have experienced. People love real life stories and how you came to the rescue
of your clients in many ways. Statically, if you are speaking with a prospect and they say NO, you have about a 1 in 100 chance of making a sale. If you just asked the prospect “Do you have Health Insurance Mr. Smith?” and he says yes, I do. You then ask “Would you be interested in better coverage? “And he then says NO. What’s your next move?

No one likes to admit they are wrong. Mr. Smith bought his current insurance because he thought h e made a good decision. So, by you telling him that his insurance is no good, you may be actually insulting
him or his intelligence. But what if you offered him some new information? What if you told him that the ACA could possibly pay for part or all his Health care coverage? Could it be possible that he could get more benefits as well?

You see, if you give someone new information after they have said NO. They didn’t admit they were wrong; they just changed their mind. Big difference! So, how do we get to this point in a conversation? By having a discussion and asking questions. Ask the questions that get their attention. This will, in most cases allow you to define the problem in their coverage while you offer the solution. And when you have the remedy and or solution, you have the sale. But always remember, it all starts with qualifying

 

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