Sales Appointment Basics
Learning to Sell | Lesson 1

What is a Sales Appointment?

You’ve learned the products. You’ve completed the contracting. And now you’re ready to start meeting with clients to help them navigate the confusing world of Medicare.

But once you get a lead, what comes next?

Welcome to Knight School! I’m Jazmine Johnson.

While understanding the products and getting ready to sell is a crucial step, understanding what goes into a sales appointment can help you effectively communicate and confidently advise your clients on their healthcare options.

In this module, we’ll take a high-level look at the flow of a sales appointment.

As you continue through the Learning to Sell Path, our modules will dive deeper into each individual aspect of the appointment.

Now, what exactly is a sales appointment?

According to The Centers for Medicare and Medicaid Services (CMS), all meetings that are catered to an individual or a small group, like a married couple, are sales appointments.

While the topics discussed at a sales appointment can vary, these are often set up to help guide the prospects though their insurance options and help them get into a plan that meets their needs.

Since CMS provides regulations for the sales and marketing of Medicare Advantage and prescription drug plans, there are some rules you’ll need to follow as you go through a sales appointment.

Now, these CMS regulations around sales and marketing, like the requirement to record calls with your clients and when a Scope of Appointment needs to be collected, can change from year to year.

To stay up to date with the current CMS requirements, be sure to check out our Compliance page. You can find a link to that page in the resources section of this module.

In our next lesson we’ll go over some of these regulations that will apply before you even start the appointment.

Let’s get started!

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