day three. overview of the needs presentation (survey to closing) laptop on demand needs...

Liberty National LifeClassroom TrainingDay Three

Day Three Objectives

Overview of the Needs Presentation (Survey to Closing)

Laptop On Demand Needs Presentation

Role-Play Needs Presentation

Needs-Based Closing and Closing the Sale

Role-Play Needs-Based Closing

Objective OneOverview of the Needs Analysis Presentation: The Survey to Close

Your Mantra: I – R – T

Survey to Close: Follow the 3 Part Process to maximize the presentations effectiveness

I - R - T Intro Recap Tie-

Down

Higher the Need

Less Objection to Buying

Sell the Need: Client Buys

Introduce and Play the Video

Recap the Benefit

Tie-Down

“I’m sure you can see how important it is to have this protection in place when something happens, yes?”

Objective TwoLaptop On Demand Needs Analysis

Objective 2: Laptop On Demand

Watch the Needs portion of Laptop On Demand:

Objective ThreeRole-Play the Needs Analysis

Role-Play Needs Presentation

Follow your training manager’s instructions and role-play Needs Analysis.

Objective FourNeeds-Based Closing

Needs-Based Closing

Remember, the best close is a good presentation.

When you get to closing, the largest portion of the sale should already be done.

Asking for the sale is a very straightforward process. Nothing new should be discussed.

It should be a brief overview of the needs that are covered, followed by asking for the sale.

Asking for the Sale

Asking for the sale is also very simple: “Option 1 is this (point to the premium),

and it covers all of your needs and inflation for final expenses.”

“Or if you’d prefer option 2, which still covers all your needs and covers your final expenses for today’s costs.”

“Which option works best for you?” Wait for a response. Be silent and

patient.

Sell the Concepts Only

Needs-Based Closing

Do: Sell the Concept

•Final expenses covered•Income protected•Mortgage completely protected•Kid’s college expense protected•Your needs are protected so you don’t have to worry about this again.

People Keep What They Know

They Need

Don’t: Sell Dollar Amounts

• Don’t sell face amounts

• Don’t say the premiums

• Buying based on premium or face amount is short lived

Objective FiveRole-Play Needs-Based Closing

Objective 5: Role-Play Closing

Role-play the final close to the customer