Rebuttals
A rebuttal is a sales point/pivot made after ___________.
A prospect turns down the initial sales offer/enrollment
Asking for Sale is the first part of the _____________.
Offer tree
The Annual Election Period is from October 15th to __________.
December 7th
If a prospect is disoriented and is having trouble with simple concepts, it would be important to _____________.
Ask if there is anyone who usually assists them with selecting their medical coverage.
Ruttals often follow the _________.
Offer tree
Offering to enroll someone should happen after __________.
The plan has been fully presented.
Prospects need _________ and __________ to enroll in either a Medicare Advantage plan or a Medicare Supplement plan.
Parts A + B
Bloom likes to adhere to the 3 C’s. These are _______, _________, and ______.
Cost, care, coverage
If a prospect is not happy with the initial plan that was presented, you can ________.
Pivot to reviewing another plan.
When asking for the sale, it’s a great practice to recap on __________.
Why the plan is a good fit for the prospect’s expressed needs.
Medicaid and LIS are programs that assist people who are ___________.
Low income
When asking for the sale, it’s important to get a clear ________.
Yes/agreement to enroll
If a prospect does not like having to pay copays every time they go to the doctor on their PPO, they may be interested in ______________.
Medicare supplement plan options.
If a prospect calls in September, wanting to get a jump start on plans for next year, the best next step would be to __________.
Schedule a call back for/after October 1.
You can get Medicare if you are under 65 if you ______________.
Are disabled for 24 months / have Lou Gehrig’s disease (ALS)
A prospect may be interested in an MA-only plan if they have _________.
Other creditable drug coverage, like through the VA/Tricare for Life
If a prospect says they like the plan but need more time to think about the coverage, the best next step would be to ____________.
Ask if there’s anything that they are unhappy with / Offer to answer any questions they may have.
If a prospect is having a hard time understanding the coverage on a plan over the phone, many programs offer ________ that may be more beneficial.
Home visits
Medicaid and LIS recipients recently had an SEP change from being able to enroll in a new Medicare Advantage/PDP plan each quarter to now being able to enroll in a _____________ monthly.
PDP
We are not allowed to accept ________ responses from our prospects.
Coached