Your job at this step of the sales process is to present the appropriate planning concept and convince prospects that the Ohio National product(s) you recommend meet their needs. Approximate time needed: one to two hours.

The product is important, and you must have confidence in your proposals. But don't expect products to sell themselves, and don't let the computer control your presentation. The computer has revolutionized selling and can help you meet your objectives, but it cannot make sales happen. Sales come from your creativity and professionalism. So, sell the need and the value of doing business with you, not just the numbers; and use computer sales illustrations as back up tools, not the main event.