Most business and professional market sales require more than one interview. In this and the following sections, we'll describe a three-interview process for business disability cases. This approach will help you build relationships with prospective clients, and foster a collaborative, problem-solving approach to meeting disability income and other business and personal needs. The three interviews are:
- Opening Interview:
In this 15- or 20-minute meeting, your objectives are to build rapport, sell yourself and your services, and discover what the prospect's primary concerns are.
- Information-Gathering Interview:
This is usually a one-hour meeting in which you gather information that will help you understand the prospect's situation, needs, and objectives, then recommend solutions.
- Presentation Interview:
In this one- to two-hour meeting, you sell the planning concept, present your product solutions, answer questions, listen to comments, address objections, and close the sale.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
