Fact-finding is where sales are discovered. In effect, you're asking people:

• What do you have now?


• Where do you want to go?


• What could get in your way?

If you ask the right questions the right way, your on-profile businessowner prospects will practically design their own plans. Then, all you have to do is show them the solutions that fit their budgets!

Selling Yourself

In any selling situation, you must couple the prospect's decision to buy with the decision to buy from you. As an Ohio National sales associate, you represent a recognized industry leader that offers a very competitive array of financial products, ratings and services. But don't make the mistake of believing your products, ratings and services will sell themselves. They won't.

Successful seasoned producers believe that prospects don't buy products; they buy people. People care about how much you care about them. There are other fine insurance companies that offer similar products. Their sales associates will call on your prospects.