1
Q
1. Does Beneficiary Know?
A
Does BENEFICIARY know that you’re doing this for him/her?
2
Q
2. Is Beneficiary There?
A
Is s/he there with you right now, do we need to get him/her on the phone, or is this a decision you can make on your own?
3
Q
3. Assume the Sale
A
Well I’m sure s/he will be proud of your decision today, if I can get you accepted into a plan.
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flashcards
Decks in class (47)
# Cards
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0. Telesales Presentation [9 Steps]20
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1. The Greeting [2 Steps]7
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1. The Greeting [Script]4
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2. Upfront Objections [10 Steps]22
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2. Upfront Objections [Script]10
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3. Qualifying the Need [7 Steps]16
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3. Qualifying the Need [Script]7
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4. Confirming the Beneficiary [4 Steps]10
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4. Confirming the Beneficiary [Script]4
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5. Confirming Other Coverage [7 Steps]16
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5. Confirming Other Coverage [Script]7
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6. Confirming Why Not [6 Steps]14
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6. Confirming Why Not [Script]6
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7. Confirming the Decision Maker [3 Steps]8
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7. Confirming the Decision Maker [Script]3
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8. The Hand Off [3 Steps]8
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8. The Hand Off [Script]3
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9. Building Rapport (About Them) [10 Steps]22
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9. Building Rapport (About Them) [Script]10
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10. Building Rapport (About Me) [6 Steps]14
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10. Building Rapport About Me [Script]6
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11. Next Steps [3 Steps]8
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11. Next Steps [Script]3
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12. Qualifying the Health [10 Steps]17
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12. Qualifying the Health [Script]10
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13. Medicare Opportunity [4 Steps]10
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13. Medicare Opportunity [Script]4
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14. Presenting the Company [6 Steps]14
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14. Presenting the Company [Script]6
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15. Presenting the Plan [6 Steps]14
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15. Presenting the Plan [Script]6
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16. Gaining Agreement [5 Steps]12
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16. Gaining Agreement [Script]5
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17. Qualifying the Budget [5 Steps]12
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17. Qualifying the Budget [Script]5
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18. Think About It [7 Steps]16
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18. Think About It [Script]7
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19. Talk to Spouse [4 Steps]10
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19. Talk to Spouse [Script]4
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20. Rash Decision [4 Steps]10
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20. Rash Decision [Script]4
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21. Veteran [ 4 Steps]10
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21. Veteran [Script]4
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22. Starting an Application [7 Steps]16
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22. Starting an Application [Script]7
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23. The Button Up [4 Steps]10
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23. The Button Up [Script]4
