A different way to sell

When you are pitching for a large premium amount, for a health policy, from a well-heeled prospect, you would probably list all the features and benefits of the policy.

But what is the big idea in your presentation?

Is it the recharge benefit?

Or the no copayment clause?

Or no room capping?

Or a special discount if the prospect buys a two year old policy?

Remember you have to hold the prospect's attention. 

Do not let the prospect overwhelm you in any way.

You are providing the prospect with a large cover for a relatively smaller amount.

The prospect's need is greater than yours.

Walk away from the deal, if the prospect is overbearing.

Show yourself as prized and hard to get.