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February 20, 2012 at 10:52 PM
Q. As part of my sales process, I want to remind prospects why they decided to look into purchasing this product. Do you have suggestions on how to use this approach when calling to set the appointment?
Connecting prospects’ current state of mind to what they were thinking when they initially inquired about long-term care insurance (LTCI) is very effective. I asked Rob Cohen, regional sales director for ACSIA, a LTC Global company, for some approaches and suggested scripts to use when setting the appointment.
Get them into the moment and establish instant empathy. Assume they’ve had long-term care (LTC) experiences.
I understand. It’s a tough issue to speak about. Everyone I speak to has had a parent, grandparent, aunt, uncle, in-law or other relative who needed even informal care at home by the family, someone coming in to look after them or care outside the home. So was it your family or your in-laws that had most of the experience?
When you get an answer, just ask a few questions about who needed care. Also ask what the ailment was and what kind of care they needed. Then empathize and validate.
I’m so sorry to hear that. Now I understand why you (and your spouse) decided to address this. You’re so smart to be addressing this while your health is hopefully at least stable.
