After presenting the features, benefits, and other details of your solution, the next step is to ask for and receive the prospect's business. That is, you must help the prospect understand the need to act now to implement the plan and apply for the product(s) you're recommending.
The words "apply for" are used here rather than "buy," because you should never promise coverage in a DI sale. Even if the case appears solid, use phrases such as these to avoid boxing yourself in.
- "If you qualify for the coverage..."
- "Let's see if we can get it for you..."
By asking confirming questions you are, in effect, closing throughout the Presentation Interview, but on the next screen are some useful closing phrases that can help you get the sale and application.
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