This is a short transcript of Tanya (Tanya Hughes) explaining her sales/qualification process for enrolling clients into plans. She emphasizes an "assumed sale" approach: qualify the prospect with targeted questions, present tiered options (Plan A, B, C) to fit budget, and use brief, tightly scheduled callbacks (often 15 minutes) to overcome objections or include decision-makers. The chunk includes a concrete example of handling a spouse-related objection ("I need to talk to my wife"), listening for audio cues, penciling in a single short slot to signal scarcity, and requesting ID (driver's license) to verify identity and start the application.
Chapters
I mean, I let them know in the beginning. Today we're gonna, we're gonna get the process started to get you qualified for a plan like they know straight in the beginning, okay? That's my job, is to get, get the process started, get you qualified for a plan. I'm gonna ask you some questions. I can understand what you're coming from. My job is to paint a picture and see where you're coming from, to see if something happens to so and so. How does it affect so and so? That's how I start everything, right? And then I'm going in. And when I do numbers, I'm like, now typically, I do like a plan A, a plan B, and a plan C. Because today all we want to do is get your foot in the door with what fits your budget makes the most sense, where you're at today. We can always add to it later. Most people call me up six or nine months down the road. Add to it later all the time. That's like kind of in the middle, right? And then they pick the number, like, okay, perfect. Now I just need your driver's license so I can go ahead and verify your identity and get the process started, get you qualified. It really is an assumed sale. Like this guy, like, even yesterday is like, yeah, well, I just need to talk to my wife and listen, I totally understand you need to talk to your wife. Listen, I don't even know if I can get you qualified, but here's the deal. If you want to go three times he tried it. If you want to go ahead and talk to your wife, if you want me to give you a call back, I can win it. When are you available? He goes, how about tomorrow? And I was like, I'm thinking that's pretty serious. Because he really is. Because I could hear him and his wife talking. And in the background she's like, well, I don't know if that fits her, but I can hear him in the background kind of talking. And I said, it sounds like you need some time to talk to your wife. I'll go ahead and I'll pencil you in. But listen, I'm crazy busy. I've got one slot open. I can do it. 8:30 this in the evening, and it's only going to be about 15 minutes. That's all I got left for you. If you've got time, I'll go ahead and pencil you in. He goes, I'll take it. That's when I knew he was trying to appease his wife, because his wife, I could hear it Going. And he's. Because he was going, honey, It's. It's like 90 bucks. Like, that's nothing. Like, I could hear him arguing with her. You know what I mean? And so I knew when you. When you hear that, you just know there's no way. Like, because he knows at the end of the day, if he doesn't keep her happy, he's in trouble, too. That's the reality of it. And so he wants to make sure that she's happy. And I respected that. So if you try three different ways, and in that situation, it was honestly, I think he really wanted it, but he would. She wasn't. She wanted to make sure that they were in a situation. And so I think at that point, you just have to respect it. And I just turn back around and go, man, Dennis, it sounds like you guys need some time to think about it. Listen, I'm crazy busy. I don't have a lot of time. You know, I know it sounds like your wife needs some time to think about it, too. When isn't. When are you trying to make a decision of what you want to do? Because I can call. What about tomorrow? That's how you know when. They're, like, telling you tomorrow, like, 24 hours from now they're serious. It's just a matter of. They're serious. Right. But I'm not gonna. I'm not penciling them for very long. And I let them know when I call you, I need you to answer the phone, because I'm only putting you down for 15 minutes, because it's just long enough to write the application. I don't do that typically, Lori. But when they get like that, and I can tell they really want it, but there's just a little bit of that, I will say it like that.
