Direct questions: 30%

1. List and describe the four parts of the Consultative Sales Process Guide.
2. Compare and contrast team sales presentations and individual sales calls

Situation: 70%

You sell life and disability insurance to members of a large union in the Willamette Valley region. Your company is the only approved insurance vendor for the union. Although you are not competing against other insurance agents, your prospects are not required to buy any insurance coverage at all. You spend an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.

You know the insurance you sell is a good value and that it is beneficial to customers. Moreover, you are confident that most prospects have already decided to purchase the insurance. How are you going to close these sales?