How to Sell Health Insurance Over the Phone

Have you ever thought that health insurance is a hard product to sell over the phone? It might be hard, but it may not. It mainly depends on how you behave during the call, and how the listener cares about their health. 

As you know, you need to build trust with your customers before selling a product. Meanwhile, many people treat healthcare as a necessity, not an accessory. 

If you feel discouraged when attempting to make sales calls for health insurance, here are a few ways to keep you motivated and even enjoy phone conversations.

1. Know Your Customers’ Need

Selling health insurance over the phone might sound like a challenge, but it’s something that you can do if you listen to your customers and talk to them about their needs. Health is a big factor in everyone’s life, therefore health insurance has a place in every household.

If you talk to clients about their demands then it’s easier to sell them health insurance. Customers want to buy health insurance because they want to know that they’re protected in case something bad happens. 

Health insurance can save money because the protected one doesn’t need to pay any medical costs if the diseases are covered, and the sum insured meets the policy in insurance.

2. Know What You’re Selling

It might seem impossible to sell health insurance over the phone, but if you know what you’re talking about, it’ll make the conversation easier. You should know what types of health insurance products your company has, their price, difference, who is better suitable, etc. 

Customers can hear your passion in your voice when they talk to you and that helps give them confidence in buying from you. 

3. Be an Expert in the Field of Health Insurance

It would be good if you are able to answer any questions regarding health insurance on the phone. Not only about your products, but also your competitors. In this way, you present to your potential customers that you’re an expert who can help them with their needs. 

When selling health insurance over the phone, some customers aren’t comfortable speaking over the phone as they don’t know about you. The best way to overcome this situation is to make yourself knowledgeable about health insurance, and what benefits you or the insurance can bring to them.

4. Be an Advisor, Not a Salesperson

It’s important to know how to talk like you’re someone that they can trust. Being honest and understanding of their needs is the best way to sell them on buying your product.

5. Prepare for Objections

It is common to receive objections when selling health insurance over the phone. It means that your customer might have some questions, concerns, or rejection of your product or service.

If someone rejects your offer, then don’t act frustrated with them because they could very well be satisfied with their current situation and just aren’t interested in changing it or did not realize their problems. 

6. Use a FAQ Script

Prepare the right information before the call so that you’re ready for any question your potential customers might ask. Using a prepared FAQ script will help you stand out from the crowd. 

When someone is interested in learning more about your company and products, then it’s best you can give all the information they need immediately. So a FAQ script can make you professional and get customers’ trust easily. 

This will also help potential buyers trust your knowledge because they know that what they’re saying is being heard and taken into consideration.

7. Listen More than Speak More

It’s more important to listen than to speak when selling over the phone. By listening, you can learn how they feel about your products and if they really want them. Listening also helps keep a customer on the line longer because they know that their opinion is being heard.

If a potential client says they don’t want health insurance or need time to think about it, then just let them know that’s completely fine and thank them for the interest. Never try to force someone into that sale, because that will turn them off and they’ll be less likely to listen to you in the future. 

8. Ask Questions

You can ask questions about their thinking about your products, and also their plan to secure their health. Most probably customers will answer you about their considerations about health insurance, and then you can take the next step. 

9. Tell Your Value-added Services

Value-added services mean that your company can offer something beyond what a customer could get from your competitors. Some common services are free consultations or access to an expert who can answer questions they have. That’s something that your competitors probably don’t offer and would make the customer more likely to buy from you.

If you can tell your potential clients exactly what makes you different from everyone else, then that’s great when selling health insurance over the phone. Customers want to know that they’re buying from someone who can actually help them in their needs, not someone who is just out to make money. 

10. Offer incentives

You can offer incentives to get orders. Incentives are something like a free gift, a free trial, or something else that would convince the potential buyers to come on board with your company. 

The right incentive depends on what product you’re selling and who it’s for, but offering an incentive can often lead to new sales and potential long-term customers.

11. Be Polite

Being nice is a must skill you need when selling health insurance over the phone. You never know what someone else has going on in their life, so it’s important to remember that you’re not the only one who is important. 

Being polite will help people feel more comfortable with you because they know that they’re talking to someone who cares about them and isn’t just there to sell something.

12. Keep Calm

Talking about anything can be stressful, especially if it’s something you’re not used to talking about. When you talk on the phone, your voice plays a huge role in how people perceive you. 

If you stay calm and confident when selling health insurance over the phone, then people will be more likely to listen to what you say. You don’t want to seem like you’re not in control or that you can’t handle the conversation, so it’s important to stay calm.

13. Be Persistent

When someone says no, it doesn’t always mean that you should give up. It’s nicer to be persistent now and then rather than angry or rude. If someone tells you that they’re not interested in the product, then don’t get upset or give up. 

Instead, ask them what they need in their life that you think your company can provide. Sometimes people will change their minds when you offer something else to them rather than giving up right away.

14. Follow Up

In order to sell your health insurance, it’s important to follow up with anyone who expressed interest in your product but didn’t buy it. This is a good way to gauge whether or not they were really interested or not. 

It’s also a good way to see if anyone has any questions or concerns that might be holding them back from buying your product.

Final Thought

If you want to succeed when selling health insurance over the phone, then it’s important to know how to react in every situation. Whether someone is asking about your product or not interested anymore, there are many ways to approach the situation. 

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