Selling Medicare Advantage: Back to the Basics

By Jennifer Barros

The 2018 Medicare Annual Enrollment Period (AEP) is around the corner, which means sales and retention goals are on your mind.  Whether they are displayed on a fancy customer relationship management (CRM) dashboard or a white board with different colors, there is no denying goals need to be reached.  Value propositions are being created, competitive intelligence is being researched, and training sessions are gearing up to get your team ready.  Amidst the frenzy of it all, MCS has a few tips on how to get back to the basics of selling.

Tip # 1: Prospects and members want you to listen to them. They are not looking for your sales pitch, they are looking for the health plan that best meets their needs.  Remember that is important for your customer to know you care about them.  It is not about you and closing another deal.

Tip #2: Benefit dumping is overwhelming. You lose the customer when you overload them with information. Tailor the conversation around the needs of the customer. This allows you to provide information that is specific to them and shows you care about them.

Tip # 3: Do not be afraid to write things down.  Taking notes is essential.

If you are meeting face to face with the customer, simply state, “While we review your needs I am going to be writing a few things down, so I have a reference. I want to ensure we capture everything that is important to you.”

Tip # 4: Ask the right questions. This is a key component.

For example: How often do you see your PCP? Do you see any specialists? If so, how many? How often? Do you see physicians outside of your area? Do you travel? Have you had high-end radiology services in the last 12 months? Do you go for lab services? How often? Let’s review your prescription drugs.

Gathering this information allows you to recap the needs and assist the customer in choosing a plan.  It is all about the right fit for the customer.

Lastly, but not least…

Tip # 5: Know your competition. You should know what they are selling, how they sell their products, what your challenges are, and how to overcome them.

Be the expert your customers can trust.

Interested in learning more? Need a crash course to excite the team again? Let us help you. Contact Medicare Compliance Solutions so we can help you have a great AEP.

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