Presentation meeting

The product is important, and you must have confidence in your proposals. But don't expect products to sell themselves, and don't let the computer control your presentation. The computer has revolutionized selling and can help you meet your objectives. So, sell the need/want and the value of solving a financial concern and doing business with you, not just the numbers; and use computer sales illustrations as back-up tools, not the main event.

Approximate time needed: one to two hours.

The Ohio National tools you may use in this meeting are:

• Your proposal and your prospect's presentation binder


• The appropriate advanced sales brochure


• Side By Side Business Insurance Plan Comparisons (Form 2415)


• Application


• Financial Supplement (Form 6497)


• Buy-Sell Questionnaire (Form 8660)


• "Do you want to pay income taxes twice?" (Form 8685)


• Sample business agreements (See ON-Net advanced sales library, specimen documents, or the appropriate advanced sales adviser guides.)

What to do:

• Review the prospect's needs, wants and objectives.


• Know what you're going to say.


• Present your customized solution(s).


• Ask confirming questions.


• Look for buying signals.


• Use comments, questions and objections as closing opportunities.