What's more, in many cases, depending on the situation, you can plan to do a full presentation, or simply show rates and underwriting information.
A successful advanced sales specialist advises, "Spend two extra hours polishing your presentations, and you'll double your income." Business case presentations should be well-organized and "client-friendly." Stay on track and keep your ideas simple and easy-to-understand. But, also be ready to explain the points behind the basic concepts, present alternative product recommendations, if necessary, and anticipate questions and objections.
In addition, by running several alternative product solutions (but, no more than three), all of which meet the client's needs and wants, you won't lose momentum by having to come back for a follow-up session to discuss alternate proposals.
If decision-makers or advisers are present who did not attend earlier meetings, be sure to introduce yourself (and your associates, in a joint call) and restate your credentials. Then, review what had been discussed to that point, emphasizing the prospect's primary concern(s) and the agreements you've already reached.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.