ON-Trac II Table of Contents INTRODUCTION & NAVIGATION INSTRUCTIONS Click to download a PDF of this unit. UNIT IV — CONDUCTING WIN/WIN MARKETING & SALES MEETINGS (Start Here) Page 2 — About This Unit Page 3 — Learning Objectives Page 4 — Getting to "Yes" Page 5 — How Many Meetings? Page 5 — The Initial Meeting Page 7 — Be Flexible & Always Have Something Else to Talk About Page 8 — Making Good Things Happen in Initial Meetings Page 8 — Establish Control Page 9 — Initial Meeting Agenda Page 10 — Hot Button Questions Page 11 — Set a Specific Time & Date for a Fact-Finding Meeting Page 12 — Try the "Columbo Method" Page 13 — The Second Meeting/Fact-Finding — Where Sales Are Discovered Page 13 — Selling Yourself Page 14 — The Rules of Fact-Finding Page 15 — Establish the General Problem Page 15 — The Standard of Living Approach Page 23 — Eye Contact Page 24 — Empathy Page 24 — Listening Page 25 — Ask "Fact" & "Feeling" Questions Page 26 — Send a Thank You Letter or E-Mail Message Page 26 — "Discovery Agreements" Page 27 — Financial needs and wants Backgrounders Page 27 — Financial needs and wants Backgrounders Page 28 — Protecting Lives & Lifestyles Page 30 — Life Insurance & Annuities — Hot Button Questions Page 31 — Individual Disability Income Protection Page 33 — Disability Income Insurance — Hot Button Questions Page 34 — Meeting Investment Objectives Page 36 — Financial Services — Hot Button Questions Page 37 — Protecting & Distributing Assets Page 40 — Protecting & Distributing Assets — Hot Button Questions Page 41 — Business & Professional Market needs and wants Page 42 — Business & Professional Market — Hot Button Questions Page 43 — Doing Well by Doing Good Page 44 — needs and wants Analysis Page 47 — Preparing for Presentation Meetings Page 48 — Presenting Solutions & Closing Sales Page 48 — Keep It Simple Page 49 — Presentation Meeting Agenda Page 50 — Closing the Sale Page 51 — Attitude Is Important Page 52 — Strategy for Success Page 53 — Position Life Insurance, for Example, as the Most Desirable Option Page 54 — Review the Riders Page 54 — Ask for Questions Page 54 — Ask for Two Opinions Page 55 — Ask for Minor Decisions Page 55 — Ask Your Prospect to Verify the Application Page 57 — Ben Franklin Close Page 58 — Cash Register Close Page 60 — Standards of Living Close Page 61 — Your Obligation — Our Obligation Close Page 63 — Succeed or Fail Close Page 64 — Answering Comments, Questions, & Objections Page 66 — No Need? No Confidence? No Money? No Hurry? Page 68 — Underwriting — the Better the Application, the Sooner You're Paid Page 68 — It's Not Over Yet Page 71 — Popular Selling Systems Page 71 — Profiles + Professional Page 71 — Forecaster Page 71 — Purchase Prices Page 71 — Questions Page 77 — MoneyTrax/The Circle of Wealth Page 77 — Purchase Price Page 77 — Questions Page 82 — The LEAP System Quiz: Unit IV Page 84 — Action Assignment: Unit IV Answer Key for Unit IV Quiz Back to Top | Next Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system. For Agent Use Only. Not for use with the general public. vi
ON-Trac II Table of Contents
INTRODUCTION & NAVIGATION INSTRUCTIONS
Click to download a PDF of this unit.
UNIT IV — CONDUCTING WIN/WIN MARKETING & SALES MEETINGS (Start Here) Page 2 — About This Unit Page 3 — Learning Objectives Page 4 — Getting to "Yes" Page 5 — How Many Meetings? Page 5 — The Initial Meeting Page 7 — Be Flexible & Always Have Something Else to Talk About Page 8 — Making Good Things Happen in Initial Meetings Page 8 — Establish Control Page 9 — Initial Meeting Agenda Page 10 — Hot Button Questions Page 11 — Set a Specific Time & Date for a Fact-Finding Meeting Page 12 — Try the "Columbo Method" Page 13 — The Second Meeting/Fact-Finding — Where Sales Are Discovered Page 13 — Selling Yourself Page 14 — The Rules of Fact-Finding Page 15 — Establish the General Problem Page 15 — The Standard of Living Approach Page 23 — Eye Contact Page 24 — Empathy Page 24 — Listening Page 25 — Ask "Fact" & "Feeling" Questions Page 26 — Send a Thank You Letter or E-Mail Message Page 26 — "Discovery Agreements" Page 27 — Financial needs and wants Backgrounders Page 27 — Financial needs and wants Backgrounders Page 28 — Protecting Lives & Lifestyles Page 30 — Life Insurance & Annuities — Hot Button Questions Page 31 — Individual Disability Income Protection Page 33 — Disability Income Insurance — Hot Button Questions Page 34 — Meeting Investment Objectives Page 36 — Financial Services — Hot Button Questions Page 37 — Protecting & Distributing Assets Page 40 — Protecting & Distributing Assets — Hot Button Questions Page 41 — Business & Professional Market needs and wants Page 42 — Business & Professional Market — Hot Button Questions Page 43 — Doing Well by Doing Good Page 44 — needs and wants Analysis Page 47 — Preparing for Presentation Meetings Page 48 — Presenting Solutions & Closing Sales Page 48 — Keep It Simple Page 49 — Presentation Meeting Agenda Page 50 — Closing the Sale Page 51 — Attitude Is Important Page 52 — Strategy for Success Page 53 — Position Life Insurance, for Example, as the Most Desirable Option Page 54 — Review the Riders Page 54 — Ask for Questions Page 54 — Ask for Two Opinions Page 55 — Ask for Minor Decisions Page 55 — Ask Your Prospect to Verify the Application Page 57 — Ben Franklin Close Page 58 — Cash Register Close Page 60 — Standards of Living Close Page 61 — Your Obligation — Our Obligation Close Page 63 — Succeed or Fail Close Page 64 — Answering Comments, Questions, & Objections Page 66 — No Need? No Confidence? No Money? No Hurry? Page 68 — Underwriting — the Better the Application, the Sooner You're Paid Page 68 — It's Not Over Yet Page 71 — Popular Selling Systems Page 71 — Profiles + Professional Page 71 — Forecaster Page 71 — Purchase Prices Page 71 — Questions Page 77 — MoneyTrax/The Circle of Wealth Page 77 — Purchase Price Page 77 — Questions Page 82 — The LEAP System Quiz: Unit IV Page 84 — Action Assignment: Unit IV Answer Key for Unit IV Quiz Back to Top | Next
Back to Top | Next
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system. For Agent Use Only. Not for use with the general public.
For Agent Use Only. Not for use with the general public.
