Here are some helpful suggestions for selling insurance to the Elderly. As well as over the way to introduce yourself in any kind of public situation!
Elderly seminars are the good occasion to access a lot of prospective customers at 1 instant. Nevertheless,
the closing stages of the seminar is when selling really starts. That is the occasion to construct your one-on-one contacts and then make appointments for residence visits. Here are a few ‘Do’s to make your seminar more successful along with expand your chances in taking the next step in the direction of making the sale:
Rehearse: If you are new with the seminar circuit, rehearse at your house or apartment or before colleagues first. The bathroom mirror is the admirable listener for an inexperienced seminar leader!
Look professional: You will by no means look too professional when speaking before a cluster of Seniors. Regardless of whether their circumstances isn’t professional, they will allot your presentation added credibility when you look such as you are.
Plan: Make sure that your equipment plus resources are ordered and in working order, regardless of whether you are using the Laptop Display, a PowerPoint presentation, or else straightforward handouts. Plus at all times include a Plan B in case something fails. Make sure slides and presentation materials are simple and easy to read. Put from your mind slides with complicated numbers, large tables, and complex graphs. KISS is the word for your day (Keep It Simple, Salesperson).
State objectives and goals: Make it clear that you’re at hand to help attendees acquire a better knowledge of the new 2010 Medicare plans, to answer inquiries they have, also to make one-on-one conferences to give them extra description and personal one-on-one attention.
Speak clearly at a comfortable pace: When you start speaking, always ask if individuals in the back of the room can hear you clearly. Remember, some Seniors have hearing issues, and you don’t want to lose someone’s attention because they could’t hear you.
Don’t read anything word-for-word: Know your material well enough that you can talk directly at your audience most of the time.
Don’t make distracting gestures: Playing with a pointer, rocking back and forth, scratching your forehead, flicking imaginary lint off your sport coat, or jingling change or keys within your pocket can be distracting.
Make eye contact: If you speak directly to someone, it can help to create a feeling of trust and intimacy. But, be sure to visually target a number of individuals throughout the course of a seminar.
Use humor sparingly: Humor has a spot in almost every situation, but you desire participants to recall the knowledge you presented, not the jokes you told.
Relax: Whether you’re a novice or even a veteran speaker, try to remain calm and relaxed during the presentation. If it helps, use the buddy system. Ask a fellow Sales person to work with you. If you’re male, ask a female, and vice versa. Presenting both a male and also a female perspective may make your audience more receptive to what you offer.
Use only preapproved materials: Presenting material to Seniors is thought to be advertising, and, in most states, requires approval from your Company as well as the state’s Department of Insurance. If the material you’re about to use has not been preapproved, submit it early to the Compliance Department so it can be approved before use.
