"I'm concerned about the coverage limits for specialist visits"

This objection is common, especially for people with health conditions requiring regular visits to specialists like cardiologists, endocrinologists, or dermatologists. The key here is to acknowledge their concern, show how your plan covers most scenarios, and explain any options for flexibility if their needs exceed the standard coverage.

Underlying Concerns:

• The prospect is worried that the number of specialist visits covered under the policy will not be sufficient.
• They may require frequent specialist care due to ongoing health conditions (e.g., diabetes, heart conditions, etc.).
• They fear that hitting the coverage limit will result in high out-of-pocket expenses, which could strain their finances.

How to Tackle This Objection:

Your approach should:

1. Acknowledge their concern and show that you understand the importance of having adequate coverage for specialist visits.
2. Reassure them that your plan is designed to cover specialist care needs for most people, but also be transparent about limits.
3. Offer flexibility: If they anticipate needing more specialist care than the plan’s limits, explain how you can provide add-ons or discounted rates for extra visits beyond the limit.
4. Provide clarity: If the policy covers different types of specialists (like allopathy, Ayurveda, or homeopathy practitioners), ensure they are aware of that as well.

Sample Script (Detailed and Simple Language):

Prospect: "I'm concerned about the coverage limits for specialist visits."

You: "I understand why you're worried, and it's great that you're thinking about this upfront. Visiting specialists, especially when you need regular care, is really important, and we’ve designed our plans keeping that in mind."

• "With our plan, you’ll get X specialist visits covered every year. For most people, this amount of coverage is enough to handle their regular visits, especially if they only see a specialist for routine checkups or occasional issues."

• "But I know that some people may need more frequent visits. For example, if you have a long-term condition like diabetes or heart issues, we offer options that allow you to increase the number of specialist visits or provide discounts on any visits that go beyond your annual limit."

• "Also, something unique about our plan is that we work with a wide range of specialists, including those in allopathy, Ayurveda, and homeopathy, so you have access to care across different medical fields."

Prospect: "But what if I need more visits than what's covered?"

You: "That’s a valid concern. If you find that you need more visits, we have add-on packages that can increase your coverage. These packages are very affordable and allow you to adjust the plan if your healthcare needs change. Additionally, if you happen to go over the limit and don’t have an add-on, we offer special rates for extra visits, so you won’t be stuck paying the full amount."

• "We want to make sure you’re not just covered for the average situation, but also that you have options if your needs go beyond that. How often do you currently visit specialists? If you give me an idea of what you typically need, I can help make sure the plan covers you fully."

Probing Questions to Engage the Prospect:

These questions help you better understand their specialist needs and ensure they feel confident about the coverage:

• "Do you visit a specialist regularly, or is this more for occasional checkups?"
• "Are you managing a specific health condition that requires frequent visits to a particular specialist?"
• "Have you ever faced issues with specialist coverage in the past, or is this something you're anticipating?"

Call to Action:

Guide them towards a deeper conversation about their healthcare needs and suggest a time to review the plan in more detail.

Example:
"Let’s schedule a time where we can sit down for about 15-20 minutes, and I can go over your specific needs with you. We’ll review how many specialist visits you’re likely to need, and I’ll make sure the plan covers you properly. How does that sound?"

Key Points to Emphasize:

1. Comprehensive Specialist Coverage: Emphasize that the number of covered specialist visits works for most clients, and that you’ve seen this coverage handle common needs, like routine visits or checkups.

2. Flexibility: Reassure them that if they need more visits, there are add-on options or discounted rates for any extra visits, so they don’t need to worry about unexpected costs.

3. Wide Network of Specialists: Point out that your plan includes a broad network of specialists across different medical disciplines (allopathy, Ayurveda, homeopathy, etc.) so they have many options for care.

4. Personalized Care: Stress that you’re ready to sit down with them and review their personal situation to ensure that the plan fits their needs—building trust and showing a personalized approach.