3. Qualifying the Need [7 Steps]

Question 1

1. Why They Need the Policy
2. Upfront: Don’t Have Coverage
3. What Motivated Them
4. Describe Solution
5. Optional Opportunity
6. What Kind of Accounts?
7. Overcome Objection to Sharing Information

Answer 1

What are the 7 steps in Qualifying the Need?

Question 2

Step 1 in Qualifying Need?

Answer 2

Why They Need the Policy

Question 3

1. Why They _ the Policy

Answer 3

Need

Question 4

Step 2 in Qualifying Need?

Answer 4

Upfront: Don’t Have Coverage

Question 5

2. Upfront: _

Answer 5

Don’t Have Coverage

Question 6

Step 3 in Qualifying Need?

Answer 6

What Motivated Them

Question 7

**3. What **

Answer 7

Motivated Them

Question 8

Step 4 in Qualifying Need?

Answer 8

Describe Solution

Question 9

**4. Describe **

Answer 9

Solution

Question 10

Step 5 in Qualifying Need?

Answer 10

Optional Opportunity

Question 11

5. Optional _

Answer 11

Opportunity

Question 12

Step 6 in Qualifying Need?

Answer 12

What Kind of Accounts?

Question 13

6. What Kind of ?

Answer 13

Accounts

Question 14

Step 7 in Qualifying Need?

Answer 14

Overcome Objection to Sharing Information

Question 15

7. Overcome Objection _

Answer 15

to Sharing Information

Question 16

What are the 7 steps in Qualifying the Need?

Answer 16

1. Why They Need the Policy
2. Upfront: Don’t Have Coverage
3. What Motivated Them
4. Describe Solution
5. Optional Opportunity
6. What Kind of Accounts?
7. Overcome Objection to Sharing Information