Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs...
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Transcript of Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs...
![Page 1: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/1.jpg)
Liberty National LifeClassroom TrainingDay Three
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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
![Page 3: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/3.jpg)
Objective OneOverview of the Needs Analysis Presentation: The Survey to Close
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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
![Page 5: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/5.jpg)
Higher the Need
Less Objection to Buying
Sell the Need: Client Buys
![Page 6: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/6.jpg)
Introduce and Play the Video
![Page 7: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/7.jpg)
Recap the Benefit
![Page 8: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/8.jpg)
Tie-Down
“I’m sure you can see how important it is to have this protection in place when something happens, yes?”
![Page 9: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/9.jpg)
Objective TwoLaptop On Demand Needs Analysis
![Page 10: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/10.jpg)
Objective 2: Laptop On Demand
Watch the Needs portion of Laptop On Demand:
![Page 11: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/11.jpg)
Objective ThreeRole-Play the Needs Analysis
![Page 12: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/12.jpg)
Role-Play Needs Presentation
Follow your training manager’s instructions and role-play Needs Analysis.
![Page 13: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/13.jpg)
Objective FourNeeds-Based Closing
![Page 14: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/14.jpg)
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.
![Page 15: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/15.jpg)
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.
![Page 16: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/16.jpg)
Sell the Concepts Only
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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
![Page 18: Day Three. Overview of the Needs Presentation (Survey to Closing) Laptop On Demand Needs Presentation Role-Play Needs Presentation Needs-Based.](https://reader037.fdocuments.net/reader037/viewer/2022110320/56649cce5503460f94998b1c/html5/thumbnails/18.jpg)
Objective FiveRole-Play Needs-Based Closing
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Objective 5: Role-Play Closing
Role-play the final close to the customer