The presentation can make or break the sale, but it's what you've done before that really counts. If the desire is genuine and the solution is suitable, the decision to implement the strategy and buy the product should be the next logical step in the process. In the presentation meeting, your goal is to:

• Renew prospects' commitments to solving their priority needs and wants, objectives or concerns;


• Present solutions;


• Answer comments, questions and objections; and


• Get a "Solution Commitment," close the sale.

Keep It Simple

Anyone can make things more complex. Successful producers have the intelligence and courage to go in the opposite direction.

Try this! Practice explaining planning strategies, techniques and products in simple, but accurate, terms people can understand, avoiding the techno-jargon trap so many other professionals fall into. Achieving this goal alone can often differentiate you from other advisers with the public.