Unit XX Business Insurance

Try this: As an alternative to the previously described, preferred process for conducting the initial meeting with on-profile businessowners/practitioners, you might consider this next approach.

Prepare your own Business Insurance Presentation binder. This binder should include these Ohio National sales tools:

Your promotional brochure or professional resume.

Annual Report to Policyholders (Form 1303)

Don’t Take Our Word for It (Form 2244)

Advanced Sales Brochures & Point-of-Sale Folders

Businessowner Matrix (Form 8650)

Business Data Taker (Form 2417)

Businessowners and professionals have many problems that can be addressed with your products and services. However, most prospects can only deal with one thing at a time. Your job in the initial meeting is to find your prospect's most pressing concerns — what we'll call the hot-button issues. While doing this, you should also get a big-picture look at the prospect's overall business and personal situations, and make note of all other needs, wants, objectives and concerns to address in the future.

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