C4-L2-P7

The Organized Sales Presentation

The Six Major Steps

The steps in an organized sales presentation are not theoretical concepts, but proven time-tested methods. In many cases, the entire sales process can be accomplished in one interview or one meeting. Other times, it will require two or more meetings because the producer will need to spend some time assessing the information received in the initial meeting, before recommending the appropriate life insurance solution.

The organized sales presentation proceeds according to the following six steps:

1. The approach
   
   
2. Establishing the general problem
   
   
3. Establishing the specific problem
   
   
4. Assessing the need
   
   
5. Presenting the life insurance solution
   
   
6. The close.