Top 10 Health Insurance Finalist Meeting Sales Pitch Mistakes.

As summer approaches, finalist meeting season begins for many sales teams. With over 25 years in sales leadership and coaching, I have given thousands of employer finalist meeting sales pitches. One of my clients from a health insurance company and I came up with the Top 10 Finalist Meeting Mistakes. Have you or your teammates experienced any of these goofs?

1. Eating the Client’s Food Uninvited.

2. Falling Asleep in Meeting and Then Asking, “Can You Repeat The Question?”

3. Leaving Early (Even Though You Have Not Presented Yet).

4. Medical Directors Explaining IBNR Actuarial Factors.

5. Checking Your Phone During The Meeting.

6. 5 People Answering One Question.

7. After They Say “Yes, We’d Like To Buy.”  You Keep Talking.

8. Scratching Board Room Table With Briefcase.

9. Responding After Every Client Sentence With a Nervous Response Like,  "Yes", "Right", "That's Awesome", or "Great Idea". 

10. Cutting Off The Client’s Question Before… Verbally or With a Hand “Gesture”.

Make sure you and your team are ready for the next finalist presentation. Second Story Sales helps sales and non-sales teams to avoid these 10 mistakes and win all your finalist pitches.

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David Dickey is an experienced sales leader in health and healthcare services. He began his career with Aetna in various sales, account management, sales training, and sales management roles across small, mid-sized and national accounts. David was also one of the early employees of Definity Health, the inventors of Health Reimbursement Account (HRA) and the pioneer of Consumer Driven Healthcare Plans (CDHPs). Upon the company's sale to United Health Group, he became President of the Healthcare Transformation Group within United's National Accounts Division. David then co-founded RedBrick Health, a health and wellness company dedicated to changing the financing to reward consumer healthy lifestyles.

David is the co-founder and CEO of Second Story Sales Company, the leading sales consulting firm for the healthcare services industry. Register for upcoming sales presentation events. He lectures frequently on sales, sales pitches and health care innovations, and is a sought-out keynote speaker at seminars and conferences.