You’re trying to sell non-medical health benefits. The prospects’ eyes glaze over. Perhaps the prospects herd into seminars about the new health care law looking like zombies from “The Walking Dead.”
You have not watched “The Walking Dead” and know whatever tactics used against zombies in that are probably inappropriate in a sales context.
What do you do?
Here are five suggestions.
1. Be gentle.
Remember that benefits buyers might be disoriented and irritable this year because of all of the nights they have spent reading PPACA regulations and trying to convert the regulations into English.
2. Connect your topic with PPACA.
If clients think the world revolves around PPACA, anyway, consider catering to that view by emphasizing how a benefit intersects with PPACA.
Enter the house of PPACA mirrors inside the clients’ mind and frame your conversation as a discussion of “Dental insurance in PPACA World,” “Disability insurance in PPACA World,” or “Some other topic in PPACA World,” so that your statements get through the mental filters that now shut remarks about other topics out of the clients’ consciousness.
Count on the clients’ instinctive reflex to gravitate toward advice about PPACA to pull the clients in your direction.