Needs Analysis

Understand the requirements of the prospect. If you are recruiting an agent, try and understand his fears. A person may want to become an agent but may worry about his social standing.

When you are selling to a  customer, remember, he may be stressed about whether he is buying the right product at the right price. Try and study the background of the person you are approaching.

Ask questions about family members requiring cover; try and understand the premium paying capacity of the prospect; suggest a suitable product.

What does the prospect require? A benefit policy or an indemnity policy? Or both? Should you suggest add on riders? Think from the prospect's point of view.