In today’s COVID-19 reality, most of us that are in Medicare sales suddenly found ourselves learning quick techniques on how to sell to our clients by using our telephones. These Tips for Selling Medicare over the Phone will help you get started.
Selling Medicare over the Phone
My introduction to this business started over 26 years ago, and my only way of selling was over the phone. I spent 11 years of my career selling for one of the leading healthcare companies in this industry. I sold over 400 Medicare applications a year and I want to provide you with some simple techniques and tips from my playbook that will help guide you to become a successful Medicare telephonic agent.
It starts with your introduction and building trust between you and your client. The tone of your voice is the first impression that allows your client to make the quick decision to engage with you or hang up. Your initial greeting should be cheerful and pleasant. Tell them who you are and what you are calling about. If you are calling on behalf of a specific carrier, tell them you represent that carrier upfront. Remember to use simple language that your prospect can understand. Always customize your vocabulary according to your client’s vocabulary.
Be a good listener
Listen to the tone of your prospect’s voice. This will help you determine their cognitive level, age range, alertness, patience level, and if they are exhibiting shortness of breath. Each of these factors will help you decide if you need to ask for an authorized representative.
Prequalify your Client
Once you have earned your prospect’s trust, you can now prequalify them to determine what Medicare plan will fit their needs. The first step is to structure your presentation by asking the following questions:
- Do you have Medicare A/B?
- Do you have Medicaid?
- Have you been diagnosed with ESRD (End Stage Renal Kidney Disease)?
- What medicines do you take?
- Do you take any name-brand medications? If so, how much do you pay? (this will help you gauge if they have LIS or not)
- When you go to the doctor, what card do you show?
- Who is your primary care doctor?
- Are you seeing any specialists, such as a heart, lung, or diabetes doctor? (this will help identify if they qualify for a chronic disease plan)
Schedule a Meeting
Now that you have completed your prospect’s needs analysis, thank your prospect for their time. Tell them you are going to review some plans that will fit their medical needs and you will give them a call back within a few days. Ask them to grab a pen and offer them your contact information.
Evette Rodney | Medicare Sales Director, Houston