Qualifying Questions

Do You Have a Script of Your Process?

Do you have your form to be used exactly the same every – single – time?

Your process needs to be scripted to the point of being mechanical

By having a mechanized process, you eliminate the variables, and can pinpoint exactly where a breakdown happened

When you’re having car trouble, they work through a checklist to try & find the problem in the mechanical sequence
Your sales process should be the same.

I use the same questionnaire, in the same sequence, to qualify prospects, and I do it every-single-time

My Prospect Questionnaire:

1. Name
2. Contact Info: Phone & Email
3. Is this a yourself or for a family?
4. Resident Zip Code (county)
5. Currently Covered: Carrier & Premium
6. What is the age or date of birth for each person to be covered?
7. Do you have an ongoing medical need?
8. Do you take any medicines regularly?
9. Do you use tobacco (vape)?
10. What is your annual income?
Lastly, For security & privacy reasons, What’s your favorite dinosaur?

Ways to Be More Present:

When qualifying prospects eliminate distractions:
Put your cell phone away
Use a Cheat Sheet
Put notes in your CRM
Repeat statements, and ask questions to clarify needs
When presenting to a client:
Use a Brochure
Stand Up
Stare out a Window

Listen to what they are saying.
Makes qualifying easier
What’s the HOT button?
You cannot present every option you have, and expect them to make a buying decision
Ideally present 1 option, 2 at most (either/or)
The more options, the longer it will take to decide.

Tie Needs to the Presentation:

Power Statement:
“Because you said you needed (necessary benefit), I’d recommend this (plan or item that has that benefit).”
“Because you said pregnancy is still a goal, and travel you travel across the country, I’d recommend the OneShare Complete plan that covers maternity, has an unlimited number of doctor visits, and has a nationwide PPO network under Aetna that will allow you to visit doctors around the country in that network.”
Hot Buttons: Pregnancy | Travel
Benefits: Maternity | National Network

Present the Benefits they Mentioned:

Needs – Benefits. Put them together
Then babies come out… I mean, sales come out