THE PRESENTATION

THE PRESENTATION

Know your product, how to present it with emotional urgency, and also with value that exceeds the price you’re asking. Your presentation must build value that exceeds the monthly payment you are quoting. It needs to fully satisfy their wants and needs. It needs to solve their problems. So, we must determine we are on the right amount of coverage that fulfills their wants and needs.

If the client was certain about wanting coverage they would already have it! We need to help them be absolutely sure that this is the best decision. If they don’t know why they want it, they won’t buy it.

What does your client VALUE? These are things that come up in the fact finding and Rapport Building where we asked all those questions to determine why it is they wanted coverage.

Demonstrate what they want with features, advantages, and benefits and how those all tie in to their values.

NEVER show a feature without attaching an Advantage and a Benefit! Terminal illness benefit is a FEATURE. The benefit and advantage is what it will actually do for their beneficiary (save them money on arrangements, allow them more input and flexibility with their arrangement options, the ability to personally give their beneficiaries that gift while they’re still alive, etc.)

In the buyer’s mind, features raise prices. Until you attach advantages and benefits you’re just talking and no value is built.

Advantages and benefits increase value, emotional attachment, and urgency to own.

Features are just names.

Advantages are how we are better than the competition and What makes it better and attractive.

Benefits are what the client gets as a result of the advantage and feature.

Always tie these to the WHY. Tie the advantage to the benefit and the WHY.