The sale is made if a prospect sees the problem, wants to solve the problem, understands and agrees with your solution and has the money to implement it, but you've got to get up to bat before you can hit a home run.
To become confident and competent in business disability sales, you must:
- Understand the income protection needs and cash flow concerns of small businessowners and professionals.
- Focus your marketing efforts and identify qualified prospects.
- Adapt your selling skills to business disability cases.
- Ask probing questions to get the prospect's attention and start the sales process.
- Get help, at first, with case analysis, designing solutions, presentations and plan implementation. Split cases if necessary.
- Build long-term relationships, which let you pivot to your clients' other needs and concerns.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
