• A picture is worth 1,000 words. Graphs and illustrations reduce complex concepts into simple pictures that dramatically depict how your proposed solutions work and the benefits of your products. This saves time and detailed explanations, and captures and holds the prospect's attention. As one producer comments, "Since I started using computer graphics in my presentations, my sales ratios have improved dramatically. In fact, my average commission increased 40 percent, from $2,500 to between $4,000 and $4,500, just from the use of graphics!"

Having said that, we'll say this...

Don't let the computer control the presentation. The computer may have revolutionized the sale of life insurance and other financial products, both by giving advisers more selling time — and making selling time more productive — but, computers cannot make sales happen. Only you, as someone your prospects see as a competent, confident professional, can do that.

Try this! Use computer sales support in combination with your selling skills, not as a substitute for them. Like any machine, computers and computer software are only as efficient as the people who run them.

Become proficient with all the computer support at your fingertips and learn how to make it work for you. However, computer sales illustrations should be treated as back-up sales tools, not the main event. The sales come from your compliant creativity and professionalism.