This document contains notes from an insurance sales training session, including discussions of customer objections, industry jargon, the sales process, and a model chart showing how premium amounts and benefits increase with higher sum assured amounts. It also lists contact information for the trainer, Prashant Sawant.

1. Art of chart
PRASHANT SAWANT
9820408795

2. Customer refuses ???
 Not interested ?
 Not interesting
 What are we selling ?
 Money
 Coins falling
 Interesting means > SOM
 No or Know

3. Dangers of jargons
 Banks NPA ?
 NIM
 ARPU
 IRDA
 PFRDA
 Sensex
 LIC jargons ???
 Premium, SA, DB, DAB, PWB, Term, MB, SB, Surrender value, paid up value

4. Chicken masala
 Raw chicken > Chicken masala
 Policy specifications > Benefits
 6 OR 9
 WIIIFM
 HCIH

5. Premium collection
 How many meetings are required to collect premium ?
 What is the sales process ?
1. Need analysis
2. Solution
3. Objection handling
4. Close

6. Chart
 Customer interest
 WIIIFM
 WWH
 Abhimanyu
 Price Vs Value

7. Model chart
1000 2 L 4 L 4 L 2000 2000 4 L
2000 4 L 8 L 8 L 4000 4000 8 L
3000 6 L 12 L 12 L 6000 6000 12 L
4000 8 L 16 L 16 L 8000 8000 16 L
5000 10 L 20 L 20 L 10000 10000 20 L

8. Complexity is the enemy of implementation
 Prashant Sawant
 9820408795
 Global Training Group
 prashantsawant.com