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10 Words That Could Kill a Health Insurance Sale

Setting up a meeting with potential new clients can be a lot of work. Why ruin a potential sale by using easily avoidable words?

Here are ten words that can kill a sale and how to avoid them if possible.

Customer
Yes, the people you serve are considered customers, however the word “customer” isn’t a very personable word. Using a word like “client” instead of customer helps make a person feel more valued.

Commission
When you remind client’s you’re getting paid for helping them with their insurance needs they might suddenly feel like you’re looking out for your own interests instead of theirs. Even though you both know you’re more than likely getting something out of helping them, there’s really no reason to bring it up.

Buy/Purchase
It’s important your clients knows exactly how much they’re going to have to pay for their insurance. However, it’s also important not to sound too pushy. Sometimes the word “buy” leads a client into feeling like they’re cornered or like they’re talking to a pushy used car salesman and not someone helping to plan their insurance needs. Using words like “enroll” or “invest” help create a friendlier environment.

Free
Calling an insurance plan “Free” is just asking for an issue later on down the road. When there is a zero premium plan do not tell your clients that it is “free.” Instead, call it exactly what it is: a zero premium plan.

Cheap
Whether or not something is “cheap” is completely subjective. This is a word that could lead to hard feelings or could create an awkward environment. Instead, try using the phrase “relatively inexpensive.”

Maybe/Possibly
Both of these words could make you look wishy-washy. The only way these words are ever acceptable is if they’re followed up with an action plan. EX: “Possibly, but let me just call the company real quick so I can have a solid answer for you.” By adding the action sequence, you’re telling the client that you’re not sure but you’re willing to figure it out.

Honestly
“Honestly” completely backfires because it actually causes distrust. If you start a sentence with “Honestly…” your client will subconsciously think you’re not being completely honest with them.

Satisfaction
This word is one of the most used words in sales, which is why it has come to have a negative effect in sales meetings. Just saying the word lowers the meeting in a way where it can sound like an infomercial.

Obviously
If the information you are providing your client is obvious, then they wouldn’t need you. To assume what you’re saying is already known could cause the client to feel like they are incompetent. Making your client feel incompetent could cause hard feelings, in turn making you lose the sale.

Best-Seller
Just because something is a best-seller, doesn’t mean it’s the product that’s best for your client. It’s easy for a client to feel like you’re not doing your due diligence in helping them and are just putting them in a box because it’s what other people choose. It’s better to make a client feel special than making them feel like they’re just one of many. Even if a product is a “best-seller” it’s better not to mention it unless a client specifically wants what’s most popular.

Phrases and words like these can hinder your ability to reach clients. Subtle changes like these can help you improve your relationships, in turn helping you bring in more business.

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