How to Sell Health Insurance successfully ? | Best 7 tips to sell health insurance.
In today's article we will talk about, what is health insurance? Who is a Health Insurance Advisor? How to sell health insurance? What are the rules to follow while selling health insurance? Why should one buy health insurance and what are the reasons for it? What are the disadvantages of not buying health insurance? Is there a no claim bonus in health insurance? How to generate leads for health insurance What are the tips? How much can you earn per month by selling health insurance? How to earn 1 lakh rupees a month by selling health insurance? You will find the answers to all these questions in this article.
What is Health Insurance?
What is Health Insurance? What is medical insurance? What is Mediclaim or what is a health insurance plan in India? So there is only one answer to all these questions and that is the insurance that we make for our health, it is called health insurance or Health Insurance.
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If put in more simple language, we make an agreement with some health insurance company with some terms and conditions that we will deposit a certain amount of money in this company for the year and if we get sick within this year then a certain amount of money will be deposited in this company. That company will bear the cost of our treatment till the amount of money.
Who is a health insurance advisor?
The one who explains to us about health insurance and asks us to buy health insurance, he is called a health insurance advisor.
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Use the Rules of Selling When Selling Health Insurance.
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When do you have to tell the customer about the product?
It is very important in sales when to start telling your prospect about the product and when not.
Before telling about the product, it is very important to bring your prospect in the environment from where he seriously wants to know about your product.
Also make sure that when you tell him about your product, there may be some obstacles that you eliminate beforehand.
How much to tell about the product?
You start telling prospects about your product. You have just told 20 percent that they have agreed to buy Prospect, then you just stop there and tell them how to buy Prospect. Tell the rest of the information that is necessary, only what is necessary to be told.
How to tell the price of the product?
If you tell the price of 100 rupees for a thing sold for 100 rupees, then people do not pay much attention to buying. On the other hand, if you give 50 percent discount and give 100 rupees by telling the price of the item sold for 100 rupees as 200 rupees, then people are more attracted.
If you want to know more about how to price a product, then this post of ours What is the right way to tell the price of the product to the customer in sales? Must read. Therefore, while stating the price, be sure to use the rules of sales.
How to close successfully Health Insurance sales?
If you want to succeed in the world of sales, then it is very important for you to come to close sales. If the prospect is ready to buy the health insurance, but he will deposit the money after a few days.
Then if you are not getting full money from him, then deposit some money. If you do this, the chances of him not doing it later are reduced. Along with this, the fear of buying from any other side also ends.
Just ask these five questions and know how to sell health insurance to anyone in minutes?
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People accept everything they are doing very quickly. Or say that the fact which most people consider to be true, without checking it, other people also accept it as true. The main reason for this is that what most people have accepted, other people also accept it. Therefore you can apply it in HEALTH INSURANCE as well. For this you should ask your prospect why people buy HEALTH INSURANCE?
I think this is such an effective and important question that every health insurance agent should write it on the front page of his diary. I want to repeat it again question your prospect and let him answer why people buy health insurance?
If your prospect is educated and intelligent person. He likes to answer questions, so you can ask him one by one the following questions.
- Why do people buy health insurance. When you ask this question to your prospect and as soon as he is ready to answer it, he comes in the list of people who are in favor of buying health insurance.
- If your prospect gives the answer as to why people buy health insurance, then ask him another question that why would you buy health insurance. If your prospect answers this.
- So ask him the next question that if he does not buy health insurance then what can be the loss to him.
- If he answers this, then ask the next question how his life may be affected by these losses.
- If he answers that too, then tell him how serious are you to save your life from being affected?
If he answers this also then you say that you should buy this health insurance to avoid this. And then directly you ask him to make the payment.
If your prospect can answer the questions. So please don't be too smart, you just ask your prospect these five questions one after the other in a row and in the correct order and let him answer.
If you do this, you can easily sell life insurance to him. I want to repeat again that in the order in which I have written these five questions, ask your prospect or customer in the same order.
Remember one of the great secrets of success in sales is that successful salesmen know how to ask better questions than to give better answers.
If you asked these questions, almost every prospect would buy HEALTH INSURANCE.
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If you fell ill and spent 4 to 5 lakhs together.
So where will you manage that money? If you have spent so much money at one go, what is the cost you will have to pay for it? What effect will this have on your family? Make your customer feel the fear by making him realize the story after spending a huge amount of money being spent on treatment. It is not right to scare someone but if it is in his interest then there is nothing wrong.
Like the scolding of parents is like a chisel hammer. Similarly, an agent has to provide a protection for the customer by intimidating his customer about the loss due to him not taking insurance. 2 You know a person who does not have health insurance and has spent 4 to 5 lakh rupees in his treatment. What effect did it have on him and his family after spending so much money? If he doesn't know then you say it doesn't matter, I'll tell you. Then you can tell the story of a person who was financially impacted by spending so much money in one go. 3 Do you know a person who has health insurance and is sick. The insurance company should have paid 4 to 5 lakh rupees for his treatment. If yes, then let him speak.
If not, say no. Never mind, let me tell you. Then you can tell him about a person who has been saved by HEALTH INSURANCE. If possible, talk to him about your prospects.
Give at least 5 reasons why people buy health insurance.
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If your prospect doesn't respond, don't worry. You tell him that there is no problem, I will tell you why people buy health insurance. Tell your prospect at least five reasons why people buy health insurance. Here I am giving more than five reasons, but you can give five or more reasons according to you.
1. Expensive Treatment : The ever-increasing inflation has also affected the pharma industries. Due to which pressure and treatment have also become expensive. To avoid this costly treatment, people get health insurance done.
2. Many diseases arise due to pollution : The ever-increasing use of automobiles has created convenience in commuting. At the same time, the excessive use of petrol and diesel has also increased pollution a lot. Where technology has made our life more comfortable, the radiation generated from it has given birth to some serious diseases. Due to many other diseases caused by pollution, people have considered it appropriate to get health insurance.
3. Due to the corona epidemic and other diseases caused by it : During the Corona epidemic, where a lot of money was taken from the people in the name of treatment, on the other hand the lockdown took away employment from the people. On the one hand, all the avenues of earning are closed, on the other expensive treatment, due to which people considered it better to take health insurance.
4. Because of the fear of losing relative : Nowadays, in many private hospitals, money is first paid and then treatment is started. If at that time suddenly someone in a family became seriously ill and he should be admitted to the hospital immediately. At that time the family did not have money for treatment, and by the time the family arranged money from somewhere, it would be too late. This also happens to many people and their lives have to be lost. To avoid this dire situation, people buy health insurance.
5. To save tax : According to Section 80D of the Income Tax Department, you are given tax exemption on the amount of premium you pay for health insurance. You can get tax rebate on premium for your health insurance for your family.
6. To keep the financial condition balanced : Due to the expenditure of 4 to 5 lakh rupees in one treatment, the economic condition of many poor and middle class people deteriorates. Due to which they have to spend many years in debt or money crunch. To avoid this, people do health insurance.
7. Mental illness increasing due to mental stress : Worry about career, career, work, work, children's or self's future has not only increased mental stress but has given rise to many mental diseases.
8. To avoid major or serious illness : If a poor or middle class person has any disease, then he tries to get his treatment done at least in money. Sometimes he chokes without consulting a doctor. Or get treatment from a cheap doctor. If a serious disease is growing inside him, then it is not known, which takes a serious form in the future. On the other hand, if he has a health insurance, then he gets his treatment done in a better way.
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To avoid all this, people do HEALTH INSURANCE. If you have any other better answers, then do tell your prospect and also share with us by writing in the comment box.
Why do people get HEALTH INSURANCE after telling the prospect. Then ask, what do you think people are buying for the most out of these. Why would you buy HEALTH INSURANCE?
If the prospect starts explaining why he'll buy, then let him know and just keep listening to him.\
When you give Prospect a chance to tell him your reason for buying health insurance. Then he brings himself to a position that he cannot deny it. Note down the reason given by prospect well and use this reason again and again while following it up. For example, if your prospect says that he wants to get health insurance for himself and his family so that his financial condition should not get worse due to expensive treatment. Now talk to him like this – As you have told that your financial condition should not deteriorate due to expensive treatment, so you want to take HEALTH INSURANCE. If you talk like this, then the prospect will not feel that you are selling the policy to him, but he will feel that it is his own idea to buy the policy.
If the prospect has agreed to buy the policy but he does not have the money yet and he will buy it after a few days or next month. You follow him here on the basis of his own questions and answers. You say that I understand that you do not have money right now, due to which you will get the policy done in the next month. But as we know that any accident or disease does not come after seeing the time. If any illness or accident happened before you took the policy, can we go ahead with the treatment by saying that we will get it done when the money comes to us next month. We do not do this, whether there is money or not, we have to get treatment by taking loans or loans.
And as you mentioned that you don't want your financial condition to deteriorate due to expensive treatment. That's why I request you to take the policy by any means. Can use credit card. If there is no credit card, then tell prospect that it is better to borrow 10 to 15 thousand rupees for a month than to keep paying it for years by borrowing 4 to 5 lakhs for treatment.
What to do if prospect is delaying or not buying insurance policy due to money.
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If your prospect or customer is trying to come to buy the policy because of money, then you can follow up on the basis of these points.
1. Explain to him that there is no money, so only then have to buy HEALTH INSURANCE
Explaining the importance of money to him, tell him that today he is facing difficulty in depositing 10 to 15 thousand rupees to buy a policy. And if it takes 3 to 4 lakh rupees for the treatment, then probably he will have to take a loan or loan. Which may take him years to pay off. That's why he should get health insurance done today and be free from worrying about money for future treatment.
2. If the policy can be paid in installments. So tell him about it. If he does not have the money immediately, then he can pay the policy money in installments with his credit card or other option.
3. Tell him the different options for making payment for the policy. Then ask him which option will he use to pay the policy money.
4. How much increase in the premium of the policy can happen in the coming time and why. Tell him about this so that he does not delay in filling the premium of the policy. Explain to him how much more money he may have to pay if he is late.
5. Let him know about other offers, gifts or bonuses if he buys the policy at this time. Explain to the prospect what other offers or gifts he can get if he buys the policy today or in the coming day or two.
6. If your company offers a no claim bonus, be sure to inform Prospect about it as well.
Do you get no claim bonus in HEALTH INSURANCE?
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No claim bonus scheme is run in many companies. Which means if you do not make any claim in the whole year then you get back some percentage of your premium.
Money is not the reason for not buying any person's health insurance. Rather, the main reason is that you have not been able to explain to him the importance of buying health insurance properly. Remember the question and answer given by your prospect a couple of times and try to understand what he really wants? Then meet him again and follow him again.
Do tell the disadvantages of not buying HEALTH INSURANCE.
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1. You can lose your deposits.
Due to rising inflation, due to rising treatment costs, if due to any illness, suddenly 5 to 6 lakh rupees may have to be invested in the treatment of a family member. If this happens, then the money deposited by you, which you had kept for some other work, may have to be lost.
2. The financial situation may deteriorate due to which it may take many years to repay the loan.
If you do not have any deposit and suddenly have to take a loan of Rs 4 to 5 lakh for the treatment of any family member. So it may take you many years to repay this loan. Your financial condition may be badly destroyed.
3. You may lose a family member.
Suddenly you needed 5 to 6 lakhs for the treatment of a family member. You do not have any health insurance and no deposit capital. For some reason, even if the arrangement for borrowing or loan could not be done from anywhere, then in this dire situation, a member of the family can also be lost.
4. Mental tension persists.
If the family does not have health insurance ie health insurance. Due to the ever-increasing diseases and costly treatment, there remains a fear that some person in the family may get some disease. This thinking in itself creates a mental tension.
5. There could be a major or serious illness.
If the poor and middle class person does not have health insurance, then he wants that his treatment should be done at least in money. He does not get many important check-ups done so that he does not even know about the existence of any major disease. It is only when this disease takes a serious form that he comes to know.
If you have a health insurance, then during periodic medical check-ups, you remain aware of your health.
Prospectus for sell health insurance.
Whenever you approach a prospect customer, prepare for sales.
Before meeting the prospect, you should prepare for sales on the basis of these points.
Wear your proper formal sales uniform. You should dress like a very professional salesman.
If you want to know more about how to dress a salesman, then read How to Dress for a Successful Salesman.
Do check them thoroughly, whether you use your presentation folder file, mobile, laptop or any other thing to show the sales plan to the prospect customer.
What things should be prepared before meeting the prospect in sales. Must use public behavior.
Whenever you meet any prospect, be sure to use public behavior when interacting with them.
When you meet Prospect, meet him with full enthusiasm and enthusiasm, the style of meeting you should be such that it says without saying that you enjoy meeting the person in front.
Praise your prospect when given a chance during the conversation, and appreciate it with an open heart.
Encourage prospects to talk about themselves, to make the other person feel as good as possible.
If the prospect tells you about a problem, be a close friend of his by listening to his sad story.
Find the similarities between yourself and the prospect and create a sense of commonality by talking about them.
How To Generate Leads For Health Insurance Best Tips ?
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1. Take Reference – Ask your old planets and friends to give reference. Most of the success comes from working on a lead that comes from a reference. If someone gave you a reference, contact them immediately.
2. Stay Connected with People – Once someone of yours becomes a prospect, you stay connected with him. No one can tell when who will buy what. So try to stay connected with most of the people who come in your contact. These old people with whom you have been associated for a long time and they know that you are a health insurance advisor, they can buy the policy from you anytime when needed.
3 Connected to family and relatives - There will be many people in your relatives who will not have taken the policy of HEALTH INSURANCE. Meet them and explain to them how and why it is important to take health insurance. A member of your family may have a friend, to whom you can sell health insurance. Therefore, you can target your family, relatives and their friends to sell health insurance.
4. Use social media – Connect with people on social media, know about their work and tell them about your work. Write a related post about HEALTH INSURANCE and share it with people. Keep posting better posts and stories on social media – Stay connected with people you are in touch with on Facebook, WhatsApp etc. From time to time, he kept giving information regarding health insurance. You should have a collection of posts and stories.
5. Buy Leads – Many companies do the work of selling leads, buy leads from them. You can buy leads of health insurance from people doing sales in any other field. Take leads from them in exchange for money or any other offer.
6. Lead exchange – A salesman sees only loan, he does not see insurance and you see only insurance. Then you give him the loan lead and in return take the insurance lead from him.
How much can you earn per month by selling health insurance? How to earn 1 lakh rupees a month by selling HEALTH INSURANCE?
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If you sell a health insurance policy for an average of Rs 10000 and assume that you get a commission of 30 percent on it. In this way you have to sell around 30 policies for the month. You will have 3000 for one policy, then your Rs 90000 for 30 policies. Then in this you will get many other commissions for completing the target etc., which together will comfortably make you a month of 1 lakh rupees.
