Emotions are key to reaching seniors with Medicare products

03/3/2013 | National Underwriter Life & Health

Seniors tend to focus on their feelings and life experience when making a purchasing decision on Medicare supplement coverage, and sales presentations should be geared accordingly, writes Lloyd Lofton. He emphasizes a focus on benefits rather than features and offers a chart showing how to present a product's features, which appeal to the customer's logic, as benefits.

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National Underwriter Life & Health

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