The Ohio National tools you will use in this interview are:
- Your proposal and the prospect's presentation binder
- The appropriate disability income brochure
- Application
- Financial Supplement (Form 6497)
- Buy-Sell Questionnaire (Form 8660)
- Qualified Sick Pay Plan Guide (Form 8801)
- Business Client Guide (Form 8720)
- Sample Agreements
- Sales Folder
- DI Proposal, including Multi-Premium Summary
- Financial Information, as listed on the proposal
What to Do
- Review the prospect's needs and objectives.
- Know what you're going to say.
- Present your customized solution.
- Ask confirming questions.
- Look for buying signals.
- Use comments, questions, and objections as closing opportunities.
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
