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| Best Business Practices
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- Shift the price conversation to focus on value
Price objections are common, but consumers may not actually believe they can find a better deal, nor are they always willing to look, writes sales pro Tom Hopkins. Politely challenge prospects, and it just may prompt them to re-think their reasoning, according to Hopkins, then shift the conversation to one of value and benefits while framing the discussion as if the prospect already owns the product. National Underwriter Life & Health
(1/20)
- 4 components of a humble sales presentation
It's important to show a little humility during the sales process, especially as you present a summary of your customer's business situation, writes Geoffrey James. "If you presented the summary with humility, the customer is usually pleased that you've taken the time to research and understand the real issues," he writes. This approach also allows you to uncover any potential errors in your analysis before you attempt to sell your solution, he notes. Inc. online (free registration)/Sales Source blog
(1/15)
| Industry Insight
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- A primer on coordination of benefits for seniors
Seniors with numerous types of insurance coverage may have some questions about who covers what. This article explains primary payers, secondary payers and offers some examples. Primary payers will cover up to a set limit, and any remaining costs will be sent to the secondary payer. Some consumers will also have a third payer. Medicare may either be the primary or secondary payer, depending on the circumstances and the other coverage provider. San Jose Mercury News (Calif.) (free registration)
(1/19)
| Market Trends
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- S.C. employers say onsite clinics ensure access to care
South Carolina companies such as BMW Manufacturing Co., Draexlmaier, Michelin, T&S Brass and Bronze Works and Resurgent Capital Services say having an onsite clinic saves time for employees and keeps them healthier, provides a hedge against primary care physician shortages, and reduces costs. T&S Brass and Bronze Works vice president Mary Alice Bowers said its clinic, staffed by a nurse practitioner, slowed claim costs last year and is a convenience that ensures access to care.  The Greenville News (S.C.) (subscription required)
(1/17)
| Health Insurance Plan Company News
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| Vendor Company News
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 | Prepare for Exchanges in 2013
Join us for AHIP's Exchange Conference, March 14 and 15, 2013 in Washington, D.C. The program will cover immediate steps required, and mid- to long-term decisions necessary to successfully participate in Exchanges. Click here to learn more and click here to register.
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| AHIP News
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Keeping you on pace with implementation
As the health care industry focuses on the logistics of Exchange implementation, attending AHIP’s Exchange Conference, March 14 and 15 in Washington, D.C., will be more important than ever. Conference sessions will address the rapidly changing regulatory environment, the operational needs and questions of the health plan community, and more. Get more details here and register today.
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Navigating the health care cross currents -- Institute 2013
The rapid transformation our system is undergoing has far-reaching implications and affects how individuals, clinicians, purchasers and others think about health care coverage, services and personal responsibility. Learn to navigate these changes through connections, convergence and collaboration at Institute 2013, June 12 to 14 in Las Vegas. Register now.
| SmartQuote
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 | Give me six hours to chop down a tree and I will spend the first four sharpening the axe."
--Abraham Lincoln,
16th U.S. president
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| AHIP Solutions Team |
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