Your goal at this step of the sales process is to analyze the information received in the Second Meeting/Fact-Finding, assess the situation in light of the stated objectives, and prepare recommendations that match the prospect's needs and wants with Ohio National's products and services.

Case analysis is more art than science. However, the more complete and accurate the information obtained, the easier it is to develop sure-fire sales proposals. Designing proposals may seem complicated at first. As you learn your way around planning concepts and become proficient with Ohio National's sales support for business and professional market cases, the process will soon become second nature.

The Ohio National tools that help with case analysis and preparation are:

Advanced sales proposal system

ON-Net advanced sales library — Specimen documents used in advanced sales cases:

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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