Norvax University
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Online Training:
Medicare 102 – Sales Techniques
Welcome Norvax U Online Members
Julie Morrissey
NU Marketing Manager
@NorvaxU
Jay McLaughlin
Senior Sales Expert
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Julie Morrissey
@NorvaxU
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Who will be at NAHU later this month?
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I’d love to meet you! Booth 509
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AGENDA ITEMS
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Preparation
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Know Your Audience
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How to handle Internet Leads (Acronym)
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How to handle all Leads (Acronym)
How to handle all Leads (Acronym)
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Closing Techniques
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Referrals
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Questions and Answers
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PREPARATION
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Gather as much information about the client as you can.
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Gather the appropriate product information you will need.
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Identify who the decision maker of the household is, and make sure they are
present for the appointment.
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Have the directions to their house printed out.
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Dress professionally
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KNOW YOUR AUDIENCE
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Go to AARP.com, Medicare.gov, Senior centers, etc.
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Remember that establishing a relationship is 90% of the sale, paperwork is
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10%.
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Seniors are not always a first time sale, focus more on establishing rapport
and relationship.
and relationship
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Observe the surroundings of your customer’s home.
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INTERNET LEADS SPECIFIC
D
DIFFUSE: Internet Call Objections; “You contacted me”. Pay attention to their email address
and indicate which email address made the inquiry. Send back bad leads. Don’t waste your
time.
DIFFUSE
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IDENTIFY YOURSELF: “I am an independent Agent and I serve as the liaison between you and
the carriers. I work with all top–rated carriers. I m compensated directly from the insurance
the carriers I work with all top rated carriers I’m compensated directly from the insurance
carriers. I’m here to help you.
IDENTIFY
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LISTEN: Many sales people don’t listen to what the client wants or needs. The strongest part
of the sale is listening to what the customer needs. Then being able to internally place them
with the product or service that will fill the need.
LISTEN
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EMOTION: Show emotion and energy. Use personal stories & show passion when sharing
these stories. What is your “real life” example that you share with a client? Create a few
examples, practice them, and use them consistently.
EMOTION
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MARKET: Know your market & your product lines. Study the products and also the policy
certificates. You will be perceived as a valuable asset to your clients & a knowledgeable
leader in your industry.
MARKET
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MOVE: Steer the client in the right direction, ideally you want to do business today, but be
flexible enough that if they do not want to make a decision now that they will with YOU in
the future. It’s okay to walk away from a sale.
MOVE
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ANSWER: Have a Question & Answer session at the end. The best way to close the sale,
especially if they are hesitant, is to overcome the clients objections by having knowledgeable
answers to their questions.
ANSWER
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ALL SALES ENVIRONMENTS
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WILLING: I’m willing to do whatever it takes to be successful. I drove 3 hours each way
in order to work in the most ideal sales territory, during my sales season I worked 7
days a week, 12 – 14 hours a day. I walked away from sales appointments, if I couldn’t
help the client.
WILLING
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IDENTIFY WITH MY CLIENTS: I carefully observe my in‐home appointment’s home, to
find clues about my customer’s passions.
IDENTIFY
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NEGOTIATE: I see myself as a Mediator. I negotiate between the Insurance Carriers
NEGOTIATE I
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M di t
I
ti t b t
th I
C i
and the Customer, hammering out acceptable terms. If you will pay Carrier X this
amount each month, they will give you what you indicated you need.
NEGOTIATE
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NEVER GIVE UP!: I routinely hit bad sales patches, however, invariably it always turns
around because I’m persistent. When others have decided the market is dry, my
decision to never give up turns the whole day, week, and month around.
NEVER
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EMPATHY: Use your personal stories if you have them, or those of the many clients
you’ve encountered. It shows your empathy for their circumstances. If I let them do
the selling through their talking & my listening, ultimately my job is to fill out the
paperwork.
EMPATHY
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RESOURCEFUL: I embrace technology. It allows me to print my own carrier supplies
when needed; process & keep track of appointments & sales; be the first to respond to
Internet Leads (i.e., IPAD, Blackberry, E‐Fax, PDFs, Broker Office).
RESOURCEFUL
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CLOSING TECHNIQUES
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Frequently ask questions.
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Ask the client what they like most about the product you are offering
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Be a good closer.
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If I feel a client is indecisive…..
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REFERRALS, REFERRALS, REFERRALS!
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At the end of every sale, I always ask, “Do have any friends or family
members that may benefit from this program like you will
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If you have signed a client up for a program, there should be no reason
why they are not excited to pass your information on to friends and
family.
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Referrals, Referrals, Referrals.
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Referrals are extremely easy to close.
Referrals are extremely easy to close.
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Questions & Answers
YOU HAVE THE OPPORTUNITY
YOU HAVE THE OPPORTUNITY
TO PROVIDE AN INVALUABLE
SERVICE TO SENIORS, AND
GET PAID FOR IT!
GET PAID FOR IT!
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Next Week
Next Week
Selling To Women The Single Largest Group of Consumer Purchasers
Selling To Women ‐ The Single Largest Group of Consumer Purchasers
With women responsible for over 85% of all consumer purchasing, now
more than ever both men and women need to know how to "talk" to
women. D i thi
During this session you will learn:
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Why selling to women will boost your bottom line
The key gender differences when it comes to sales
The importance of asking questions....the right questions
How social media is attracting and capturing female customers
Thursday June 16, 2011 12:00 PM ‐ 1:00 PM CDT
Tell A Friend and Register To Attend
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Do you have questions for us? Ask An Expert!
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