A good perspective customer is someone who has Money, Authority, Need and Eligibility to buy life insurance. Identify whether the above statement is true or false.

• True

• False

Why do you need a script to schedule an appointment with a prospect?

• To give a structured approach to the call with a prospect

• To memorize the exact words to speak during the call

• Because this is a part of the established process and has to be followed

• Because prospects may terminate a call that is not made according to the script

If you are listing the steps in the selling process, the first step will be _________.

What is the best approach that you can use to deal with genuine objections that a prospect may raise during presentation of insurance solutions?

• Acknowledge, Sympathize, Accept, Prepare (ASAP)

• Feel Felt Found (FFF)

• Listen, Acknowledge, Probe, Answer, Confirm (LAPAC)

• Classifying prospects

When explaining a plan to a customer, is it important to talk about all the technical terms and aspects of a plan features to a prospect?

• Yes, so that the prospect understands each and everything about the plan features

• No, the plan should be simplified and explained in terms of benefits to the customer

A good way to pitch protection to a customer in the age group of 50 to 60 years is to encourage them to leave behind an estate or corpus for their loved ones. Identify whether the above statement is true or false.

• True

• False

Primary Market, Secondary Market and Existing Customers are your prospecting sources. Identify whether the above statement is true or false.

• True

• False