Guardian Health

Workout #7

Up to this point you have gained greater sales fluency and learned and practiced helpful sales skills.

We started with the CPET technique to handle any interruption or question, then learned how to set the tone of the call with a great RCT Greeting. You have all done a great job of building great Discovery questions and using a simple Positive Reaction upon learning a customer already has Medicare Advantage.  Last week we practiced using a Success Story to start to influence the way your customer thinks about their situation versus the situation you could present them with.

For this week's workout, you will have the opportunity to use all of the sales fluency and skills you have acquired to present a Medicare Advantage plan to me. I will be your customer through multiple practice iterations and your goal will be to use the skills you have learned to navigate the call and potential sale.  As your customer I may or may not have Medicare Advantage or Medicaid, I may prefer my doctor or not really care. I may know a lot about Medicare Advantage or know nothing at all.  I may have Kaiser Medicare Advantage and love it!

For your convenience, to the left you can review all of the Workout Guides up until this point.

We will resume our practice coaching on the following days xxxxxx, please be prepared to practice on either day.

I would suggest reviewing what we have worked on to date and practicing with a partner.  During practice remember the following:

• Prompter Statements, "Our customers tell us...", "What customers like...", "A lot of our customers feel..."

• Open ended Discovery questions. "What is your current understanding of your hearing, dental and vision coverage", "What out of pocket expenses have you had over the past year", etc.

• Real Success Stories carry more value.

• Have fun:)

As always, thank you all for your hard work and practice! I am looking forward to spending some time with each of you on .... or next...