Answer: All of the Above

Question 2: When identifying needs and wants, you also want to determine whether the needs and wants are:

• Real or Imagined


• Financial or Occupational


• Direct or Indirect


• Short-Term or Long-Term

Answer: Short-Term or Long-Term

Question 3: When presenting solutions, you must describe all aspects and plan out the _______________ of the proposal.

• Cost


• Features and Benefits


• Length


• Dates

Answer: Features and Benefits

Question 4: Your Initial Meeting will typically last about 20 minutes. During this meeting, you should:

• Give the Prospect the Personal or Business Viewpoint or PFC/BFC


• Make Sure the Prospect Fills Out the Personal or Business Viewpoint or PFC/BFC with You There


• Set the Second Meeting Date


• All of the Above

Answer: All of the Above

Question 5: An organized sales presentation will keep you on track, so you can listen to the prospect versus thinking about what you are going to say next.

• True


• False

Answer: True

Question 6: A good rule(s) for fact-finding is/are:

• Get Organized


• Ask Questions and Expect Direct Answers


• Use Active Listening Skills


• All of the Above

Answer: All of the Above

Question 7: Your prospects will have many financial security needs and wants. Some of them are:

• Cash needs and wants


• Income needs and wants


• Accumulation needs and wants


• All of the Above

Answer: All of the Above

Question 8: Your sales presentation can make or break your sale. In your presentation, your goal is to:

• Renew the Prospect's Commitments to Solving Their Priority needs and wants, Objectives, or Concerns


• Present Solutions


• Address Comments, Questions, and Objectives


• All of the Above

Answer: All of the Above

Question 9: Presentations should be discussions, not monologues. It is important to go through your proposal page by page and ask confirming questions.

• True


• False

Answer: True

Question 10: The Standard of Living close is effective with individuals who are hesitant to proceed and need reassurance that they are doing the right thing.

• True


• False

Answer: True

Question 11: When working through your prospect's questions and objectives, it is important to:

• Classify What Your Prospect Says as a Comment, Question, or Objective


• Confirm Your Understanding by Paraphrasing What You Heard


• Reconfim the Prospect's needs and wants Commitment


• All of the Above

Answer: All of the Above

Question 12: The Ben Franklin Close is effective with individuals who like to analyze the bottom line.

• True


• False

Answer: True

Question 13: An important part of submitting a good application is to:

• Ask Every Question


• Make Sure the Application Is Complete, Accurate, and Legible


• Take a Non-Medical Application with You


• All of the Above

Answer: All of the Above