Your objective in the Opening Interview with a businessowner or professional is to present yourself as a knowledgeable professional with whom the prospect would want to do business. Approximate time needed: 15 to 20 minutes.
What to Do
- Build Rapport
- Sell Yourself & Your Company
- Create Interest
- Ask about the Prospect
- Outline Common Needs
- Obtain an Agreement that the Prospect Has Needs
You should prepare a business disability presentation binder. This binder should include these Ohio National sales tools, which are part of the ContinueON Disability Income Marketing materials, available from Supply or ONNet:
- Your Promotional Brochure or Professional Resume
- Don't Take Our Word for It (Form 2244)
- Disability Income Product Booklets & Point-of-Sale Folders (Listed on page 1)
- Financial Supplement (Form 6497)
- Buy-Sell Planning Guide (Form 2301)
- Business Data Taker (Form 2417)
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
