Below resources are to help you build on the Initial Client Meeting.
How to reduce buyer's resistance and provide your true value proposition.
LIVE Forum archives
Initial Meeting Setup
How to lower buyers resistance and develop trust
Change Formula: DxVxF>R
If somebody is going to make a change must be: Dissatisfied with current situation x Vision for the future x First concrete steps > Resistance to change
Engage Employees Outcome
Teach employees how to be good stewards
of their healthcare dollars
Value Perception Outcome
4 quadrant slide that talks about rich plan and less than rich plan, and it contrasts with an employer that is highly effective at communicating their benefits compared to those that are not.
For when you are in front of a buyer: We believe for all the money you are spending, your employees should have representation out there in the marketplace
You need to understand the buyers beliefs and situation before you can introduce a different plan design or strategy.
Healthcare Reform Outcomes
3 areas that relate to compliance initiatives in your business; access information from a source you trust, interpret the information & managing processes that come from it.
We believe for all the money you are spending your employees should have access to healthcare that is inexpensive, efficient to use & not going to show up in your loss ratios.
How to Handle an RFP
Stack the deck.
Defining Next Steps
Common Employer Benefits Mistakes
Relationship First Formula, take yourself and
your “stuff” out of the middle of your thinking
Are you asking the right questions
Getting access to the right decision maker
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Which scenario do you think would get you the best price available in the market?
4 quadrant slide that illustrates the rich plan and less than rich plan, and it contrasts with an employer that is highly effective at communicating their benefits compared to those that are not.