Your objective in the Opening Interview with a businessowner or professional is to present yourself as a knowledgeable professional with whom the prospect would want to do business. Approximate time needed: 15 to 20 minutes.
What to Do
- Build Rapport
- Sell Yourself & Your Company
- Create Interest
- Ask about the Prospect
- Outline Common Needs
- Obtain an Agreement that the Prospect Has Needs
You should prepare a business disability presentation binder. This binder should include these Ohio National sales tools, which are part of the DI Sales Kit and Business Solutions Kit:
- Your Promotional Brochure or Professional Resume
- Don’t Take Our Word for It (Form 2244) Rev. 4/10
- Disability Income Product Booklets & Point-of-Sale Folders
- Financial Supplement (Form 6497) Rev. 7/00
- Buy-Sell Questionnaire (Form 8660)
- Business Data Taker (Form 2417) Rev. 7/07
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
