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The Number One Sales Technique You May Not Be Using

I can’t tell you how many superhero movies I’ve seen in the last several years. Hollywood delights in recreating our childhood favorites on the big screen over and over. It seems they are on to something too, given that the Marvel franchise movies earned over 21 billion dollars since 2012.*

As children, we grew up hearing stories of superheroes- stories that we now remember as adults. The film industry is banking that people will spend money to see their favorite characters from their childhood come to life again and again-and they are right, because people remember how a story made them feel.

I myself remember watching Superman with my dad when it was a TV series. I even remember the color of the chair we used to sit in together, and the design on the bowl we used for popcorn. Nowadays I’m one of the first people in line with my kids each time one of these superhero remakes is released because I want to give them that same childhood experience.

So what does this have to do with sales?

If you go to a potential client’s home to talk to them about insurance, you will sell more policies if you use storytelling as a sales technique.

A well-crafted sales story won’t just convince your client(s) to buy, it will create a feeling of trust, and build a long-term sales relationship that will lead to more referrals, more repeat business, and of course, more sales. Research shows that the brain is wired to remember stories over statistics. 

In order to create your own sales story, here are 3 components of an effective storytelling strategy.

1.) It’s personal

The best stories come from experience. Think about it. If you tell a friend you heard something from your cousin’s-daughter-in-law’s-sister, it doesn’t quite have the same effect as telling them what YOU learned from a similar experience, does it? When you make a story personal, you give your audience a sense of credibility.

2.) It’s relevant

There are two types of stories you should use in sales, and one is your icebreaker. When you first meet with a client, you can immediately make him or her feel more comfortable by telling them a short, (emphasis on short), preferably humorous story about yourself to put your client at ease and set the tone for your conversation.

The second story you should tell requires more thought. This story should tie into your product, setting the foundation for why your client needs to know about it, and how it can benefit him or her. This story should include your own experience in either having or selling the product in question.

3.) It’s Interesting

The best public speakers have a way of making the audience laugh or cry, or both-while still inspiring them to a call-to-action. Likewise, if your selling story pulls on the clients heartstrings it will be more effective. Remember though, your client might have a busy schedule, so make sure you keep time constraints in mind with your story’s length.

When you follow the steps above, and make sure you share a personal experience, you are much more likely to engage your clients, and be remembered by your clients. Storytelling is one of the most effective but underutilized sales techniques.

“Tell me a fact and I’ll learn. Tell me a truth and I’ll believe.

But tell me a story, and it will live in my heart forever.”

Native American proverb

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Aetna

 

Aetna is an American managed health care company that provides traditional and consumer-directed health care insurance and related services, such as medical, pharmaceutical, dental, behavioral health, long-term care, and disability plans, primarily through employer-paid insurance and benefit programs1. Aetna is a proud CVS Health company and shares a common purpose with CVS Health: bringing their heart to every moment of your health. Aetna believes that everyone should have a fair and just opportunity to achieve their best health, which is known as health equity. Aetna is committed to improving the environment, addressing health inequalities, investing in people’s health, acting with integrity and protecting against health care fraud and abuse.

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  • Details refer to certification for Devoted Health. AHIP certification must be completed separately.

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  • Details refer to certification for Humana. AHIP certification must be completed separately.
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Certification Links, Guides, Phone Numbers, Emails

Humana Producer Certification Requirements for 2024

  • Details refer to certification for Humana. AHIP certification must be completed separately.
  • English Cert/Recert is now open.
  • To access this training you will login at www.Humana.com, then click on the “Get Certified/Recertify” button from the Humana Vantage home page.

  • If you have completed the Humana PY23 Certification and are currently certified to sell Humana Medicare products, the deadline will be 5:00 pm Eastern on Thursday, November 30, 2023, to complete the PY24 Recertification.

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  • Details refer to certification for Aetna. AHIP certification must be completed separately.
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Aetna Certification Links, Guides, Phone Numbers, Emails

Aetna Producer Certification Requirements for 2024

  • Details refer to certification for Aetna. AHIP certification must be completed separately.
  • The 2024 Individual Medicare Producer Certification for MA, MAPD, PDP and SNP launches on Wednesday, June 28, 2023

          Aetna Medicare will offer two certification options:

  • Aetna Medicare Compliance Training: Certifies producers to sell Aetna only (AHIP alternative)
  • AHIP Medicare Training: Certifies producers to sell for mulitiple carriers, including Aetna. 

Aetna Certification Links, Guides, Phone Numbers, Emails