The ON-Trac II Relationship- Based Marketing & Selling Development Program presents the principles of marketing and selling insurance — and other financial products — in today's competitive environment, offering proven techniques to use right away! Once you complete this program, you will:
- Know Ohio National's development philosophy and requirements.
- Know what it takes to be a successful producer.
- Know the company's history and business philosophy.
- Understand why you are in the "relationship" business.
- Know the products that Ohio National offers to its clients and the awards and recognition you can achieve.
- Know the difference between marketing and selling; why the tighter your marketing focus, the better your results.
- Be able to funnel enough qualified prospective buyers into your sales cycle to meet your sales and income goals.
- Be able to earn scheduled meetings and build rapport.
- Understand why fact-finding is where sales are discovered; how to identify your prospects' needs and wants, objectives, and concerns.
- Know why to speak the prospect's language and how to link your products' benefits to your prospect's problems.
- Be able to make closing a natural part of the process, not a major decision made all at once.
- Know how to build and maintain healthy relationships that help you get on-profile referrals, and reintroduce clients to the sales cycle, again and again.
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