Try this: Here's how this might work in a buy-sell case.

Agent: "The last time we were together, we agreed that I'd put some ideas together for a buy-out in case either of you dies, becomes disabled or retires. Is that correct?

"I have the information you need. I think it fits the bill, so unless you have any questions, let's get started..."

Bring your prospects into the process. This builds a cooperative, problem-solving partnership with the businessowner. Your goal should be to make the presentation meeting a discussion rather than a monologue.

Stress features and corresponding benefits. Also, be sure your presentation covers these key points.

Back to Top | Next

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

87