This document provides information about a "Sellathon", which is described as selling continuously, non-stop, innovatively, proudly, throughout the year, long term, vigorously, and without fear. It says the paradigm has shifted such that all are equal, all products have been redesigned, and the real race now begins. It introduces four new insurance products and says their products are different. It includes several squares puzzles and discusses being a breadwinner who is satisfying family needs. It provides a disclaimer about insurance being subject to solicitation.

1. First of all
congratulations

2. Welcome to
Sellathon

3. Its Like
Marathon

4. Sellathon means
Selling
everyday

5. Sellathon means
Selling
non-stop

6. Sellathon means
Selling
continuously

7. Sellathon means
Selling without
stopping

8. Sellathon means
Selling
innovatively

9. SellAthon means
Selling proudly

10. Sellathon means
Selling throughout
the year

11. Sellathon means
Selling
long term

12. Sellathon means
Selling
vigorously

13. Sellathon means
Selling without
Fear

14. Understand
PARADIGM HAS
SHIFTED

15. ALL ARE
EQUAL

16. ALL ARE
SAME

17. ALL HAVE
TO START
NEW

18. NO ONE CAN
GIVE
MORE

19. ALL THE PRODUCTS OF
ALL THE COMPANIES
ARE REDESINED
AGAIN ACCORDING TO
THE NEW NORMS OF
IRDA

20. THE FIELD IS
LEVELLED

21. THE REAL RACE
BEGINS NOW

22. earlier
BIG KILLS THE
SMALL

23. NOW
FAST KILLS
THE SLOW

24. EXPECT
THE UNEXPECTED

25. PREDICT
THE
UNPREDICTABLE

26. DO
THE
UN-DOABLE

27. THINK
THE
UNTHINKABLE

28. BELIEVE
THE
UNBELIEVABLE

29. OUR 4 NEW
PRODUCTS ARE

30. 4
Money
maxima

31. 3
MAHALIFE
SUPREME

32. 2
MAHALIFE
MAGIC

33. 1
SECURE 7

34. all the products are different
34

35. Haw many squares do you find in this square

36. What is a square? Length=width

37. Can this be a square?

38. Can this be a square?

39. Can this be a square?

40. 16 small

41. +4 squares = 20

42. 21

43. 22

44. 23

45. 24

46. 25

47. 26

48. 27

49. 28

50. 29

51. 30

52. You are the
BREAD WINNER
This is your current
phase of life!!
You are satisfying the needs of
your family and giving them the
best lifestyle.
They are dependent on the
continuity of your income to
sustain this quality of life52

53. Key Assumptions
Your Age
35
Bonus considered
Yield at 8%
Terminal Bonus
Included in Bonus
Income Tax
Sec. 80 CCE limit available � Rs. 100000 Premiums will save tax @30.9%
Disclaimer
•
•
•
•
•
Insurance is subject matter of solicitation.
This illustration does not exhibit the benefits of any single product of TATA AIA. It is based on the
benefits visualized by combining multiple plans of TATA AIA to provide solution to your specific needs.
The benefit calculation is based on the age herein indicated and as applicable for healthy individual.
The Survival/Death Benefit amount are derived on the assumption that the policies are in "full force".
The benefits illustrated in this presentation are based on the key assumptions listed above. The purpose
of this illustration is to give you a fair view of the benefits that may arise out of purchasing the insurance
proposed by the presenter. In no way is the insurer or the presenter providing a guarantee of the benefits
enumerated herein. The actual results of investments may vary depending upon the future performance of
TATA AIA with respect to the plans purchased by you for the purpose of the benefits illustrated in this
presentation

54. 54

55. 1
SECURE 7

56. Estate Creation

57. What is Estate Planning
People want to Create Wealth in the form of:
Real Estate
Gold
Equity/Debt-instruments
Most of the assets are meant as Investments
The idea behind the investments is
to sell off the assets in the retirement years or
in case of Death it automatically gets transferred to family

58. Purpose of Real Estate Investment
Real
Estate
Investment
•
Estate For Living
Investment for
Necessity
Estate for Selling in future
Investment for
Rental Income
Investment for
Future needs

59. Estate Planning is also done to
Liquidate for special occasions like
daughter’s marriage,
Emergencies
education or
buying bigger home
Hospitalization
business Losses

60. Liquidity Challenges
Most people find it difficult
to sell their property at the
need of the hour because
1. Can’t get the right price
2. Emotional attachment
3. Family members approval
4. Timing may not be correct
5. Can’t get any buyer at the need of
the hour
6. Demand –Supply challenges
7. Litigation issues

61. Survey says
Most people, who want to invest in Real estate but have several
challenges like

62. I want to create a Big Estate
I don’t have lump sum
money
Bank EMI’s are costly to
go for big estate

63. I don’t want to commit for a long
term obligation..

64. I can not afford to buy my dream
Real Estate, which I want.

65. NOW CREATE
YOUR VIRTUAL
ESTATE
BY BUYING
Secure 7

66. Estate planning in the form of
Secure 7 Life Insurance Policy
Virtual Estate Planning can be done in
the form of Life Insurance also.
The advantage is with small amount of
premiums big estate can get
created & estate value keeps on
increasing as age progresses.
On sudden demise estate gets
transferred to family members.
Also good returns are given at the time
of maturity

67. Buying the Secure 7 insurance policy from
TATA AIA LIFE is like buying a Virtual Estate
for your Family

68. Benefits of Real Estate v/s Virtual Estate
Real Estate
Virtual Estate
• Maintenance Costs
• Litigation Problems
• Appreciation not
guaranteed
• Government taxes like
stamp duty & registration
and maintenance
• Danger of Encroachment
• Burglary, Fire and threats
from natural disasters
• No maintenance Costs
• No Litigation Problems
• Guaranteed Appreciation
• No other government taxes
like stamp duty & registration
• Safe and secure investment
• Complete safe and protected
investment

70. TOTAL GURANTEED RETURNS ON
MATURITY = 872150
TOTAL NON GURANTEED INCOME=
RENTAL INCOME + ESTATE SALE
AMOUNT

72. Your total tax free Returns in
last 7 years =11,35,000
Your total premium in 1st 7
years= 700,000
1
0
0
0
0
0
1
0
0
0
0
0
1
0
0
0
0
0
0
1
0
2
0
3
1
0
0
0
0
0
0
4
1
0
0
0
0
0
0
5
1
0
0
0
0
0
0
6
1
0
0
0
0 5
0 0
0
7
7
0
0
0
0
0
8
0
9
9
0
0
0
0
1
0
0
0
0
0
1
0
1
1
1
1
0
0
0
0
1
2
1
3
0
0
0
0
1
3
4
3
5
0
0
0
1
4

74. SECURE-7-2

75. Congratulations
on
becoming
parents

76. As The baby
starts growing
the needs also
would start to
grow

77. Parenting is a
great
Responsibility
and privilege

78. Its important to
spend a few
minutes about
the child’s
future

79. Plan for all the
needs of child’s
future until the
age of 21-22

80. 1
b
i
r
t
h
2
3
4
S
C
H
O
O
L
5
6
7
8 9
10
11
12
13
14
1
5
16
17
18
19
20
21
10
ST
A
N
D
A
R
D
C
O
L
L
E
G
E
C
O
L
L
E
G
E
C
O
L
L
E
G
E
C
O
L
L
E
G
E
S
T
U
D
I
E
S
S
T
U
D
I
E
S
S
T
U
D
I
E
S
Realize that the economic years are the first 10 ears
and demanding years are the next 11

81. Once the child
reaches the age of
21-22, a Final
Lump sum would
be needed for
Shaadi-Vaadi
Noukari etc.

82. Any-time during the period any
eventuality happens to the parent,
puts the child’s future in danger.

83. Presents
Secure7
for protecting
your child’
future

84. Secure7
lets you invest only
for 7 years Gives
returns for the next
7 years and protects
your child for the
entire duration

85. Secure7
can also you invest only
for 10 years Gives
returns for the next 11
years and protects your
child for the entire
duration of 21 years
choice is yours

86. Your total tax free Returns in
last 7 years =11,35,000
Your total premium in 1st 7
years= 700,000
1
0
0
0
0
0
1
0
0
0
0
0
1
0
0
0
0
0
0
1
0
2
0
3
1
0
0
0
0
0
0
4
1
0
0
0
0
0
0
5
1
0
0
0
0
0
0
6
1
0
0
0
0 5
0 0
0
7
7
0
0
0
0
0
8
0
9
9
0
0
0
0
1
0
0
0
0
0
1
0
1
1
1
1
0
0
0
0
1
2
1
3
0
0
0
0
1
3
4
3
5
0
0
0
1
4

87. SECURE-7-3

88. Adults’
situation is
different than,
that of
youngsters

89. They have
maturity and
experience but
their body has
aged,

90. Their children
have grown and
would settle
within the next
decade

91. They have
already
performed
most of their
basic duties as
parents

92. The challenge
is to live with
dignity after
retirement

93. They want to
live without
any
dependence
on anyone

94. They don’t
want to be
burden on
anyone

95. They want to
make sufficient
arrangements
for their life
after
retirement

96. They can’t
afford to
commit for so
many years of
making
payment now

97. Their hands
have always
given..
They don’t
want to ask

98. They don’t
want a medical
scrutiny for the
sake of an
insurance
policy now

99. Presents
Secure7
So that you can
enjoy your life
WHILE performing
your duties now

100. Secure7
lets you invest only
for 7 years Gives
returns for the next
7 years and protects
your child for the
entire duration

101. Secure7
can also you invest only
for 10 years Gives
returns for the next 11
years and protects your
Family for the entire
duration of 21 years
choice is yours

102. Your total tax free Returns in
last 7 years =11,35,000
Your total premium in 1st 7
years= 700,000
1
0
0
0
0
0
1
0
0
0
0
0
1
0
0
0
0
0
0
1
0
2
0
3
1
0
0
0
0
0
0
4
1
0
0
0
0
0
0
5
1
0
0
0
0
0
0
6
1
0
0
0
0 5
0 0
0
7
7
0
0
0
0
0
8
0
9
9
0
0
0
0
1
0
0
0
0
0
1
0
1
1
1
1
0
0
0
0
1
2
1
3
0
0
0
0
1
3
4
3
5
0
0
0
1
4

103. Your total tax free Returns in
last 10 years =14,35,000
Your total premium in 1st 10
years= 790,000
1
0
0
0
0
0
1
0
0
0
0
0
1
0
0
0
0
0
0
1
0
2
0
3
1
0
0
0
0
0
0
4
1
0
0
0
0
0
0
5
1
0
0
0
0
0
0
6
1
0
0
0
0 5
0 0
0
7
3
0
8
0
9
1
1 1
0 1
1
1
2
3
3
3
5
0
0
0
1
3
1
4
5
0
0
1
5
7
0
0
0
0
1
6
9
0
0
0
0
1
0
0
0
0
0
1
7
1
8
1
1
0
0
0
0
1
9
1
3
0
0
0
0
2
0
4
3
5
0
0
0
2
1

104. Jeevan Surabhi, Age 30, Term 15
AgeC
Risk Cover
Premiums
30
10,34,000
106708
31
10,68,000
106708
32
11,02,000
106708
33
11,36,000
106708
34
11,70,000
106708
35
17,04,000
106708
36
17,38,000
106708
37
17,72,000
106708
38
18,06,000
106708
39
18,40,000
106708
40
23,74,000
106708
41
24,08,000
106708
42
24,42,000
43
24,76,000
44
25,40,000
3,00,000
3,00,000
4,00,000
45
Total
Returns
5,40,000
1280616
15,40,000

105. Age
Risk Cover
Premium
Returns
Jeevan Surabhi, Age 40, Term 15
40
10,34,000
114333
41
10,68,000
114333
42
11,02,000
114333
43
11,36,000
114333
44
11,70,000
114333
45
17,04,000
114333
46
17,38,000
114333
47
17,72,000
114333
48
18,06,000
114333
49
18,40,000
114333
50
23,74,000
114333
51
24,08,000
114333
52
24,42,000
53
24,76,000
54
25,40,000
3,00,000
4,00,000
55
Total
3,00,000
5,40,000
1371996
15,40,000

106. Age
50
Risk Cover
Premium
Returns
Jeevan Surabhi, Age 50, Term 15
132181
10,34,000
51
10,68,000
132181
52
11,02,000
132181
53
11,36,000
132181
54
11,70,000
132181
55
17,04,000
132181
56
17,38,000
132181
57
17,72,000
132181
58
18,06,000
132181
59
18,40,000
132181
60
23,74,000
132181
61
24,08,000
132181
62
24,42,000
63
24,76,000
64
25,40,000
3,00,000
4,00,000
5,40,000
65
Total
3,00,000
1586172
15,40,000

107. 107/15/20
• Annual premium for age 40
• Total premium paid is
-102790
15,32,850
• Return 10,00,000+ 11,00 000
• Total
21, 00 000
107

108. 107/18/25 for 10,00,000 policy
• Annual premium for age 40
• Total premium paid is
-96873
17,43,714
• Return 10,00,000+ 16,00 000
• Total
26, 00 000
108

109. Inn this case maximum entry age is 47
• Because if you give after 48 than the 2nd policy
cant be given before 55
109

110. Benjamin Franklyn balance sheet
The benefits of buying Secure 7
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
Short term payment commitment
No medical compulsion
Guaranteed Returns
Guaranteed profits
Lower premium
Return of the entire premium
Insurance Protection for 14 years
Ideal children plan
Best for youngsters
Ultimate for people beyond 40
Protection to Family
Returns enjoyable by self
Plan to fulfill several needs
Virtual Estate
Dream Fulfillment
The Losses of buying Secure 7

111. Benjamin Franklyn balance sheet
The benefits of buying Secure 7
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
Children education & protection
Best in the industry
Most competitive
Need of any hour
Can be taken by anybody, any age
Hassle-free
Limited time commitment
Ideal to take every year
Both wife and husband can buy
Much better returns than NSC
Much better returns than PPF
Much better than a term plan
Peace of mind
Tension free life
Options of surrender
The Losses of buying Secure 7

112. Benjamin Franklyn balance sheet
The benefits of buying Secure 7
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
Great plan for Big Sum assured
Easy settlement
Least chances of lapsasion
Most innovative by TATA-AIA
No tension
Best way to create Big Estate
Better than bank loan
Great for daughter’s wedding
Great for Son’s Education
Cheaper than bank loan
Better than Jeevan Surabhi policy
Guaranteed appreciation
Free protection for 14 years
No obligation of documentation
Secured optimum savings
The Losses of buying Secure 7

113. 113

114. Economic Protection for you and
your Family

115. Welcome to the
presentation on
Economic
Protection for you
and your Family

116. In India most
of the family
decisions are
taken by the
family head

117. Family completely
depends on him and his
abilities for its finances,
Investment wisdom,
Courage, Future and
planning.

118. All other
members’ lack
understanding
and
insightfulness
about future and
continuous
income.

119. As a result Family
head is the only
leader in the
family who has to
take wise
decisions about
family’s future

120. Family Economic Planning consists of
Children’ Education
Children’
Daughter’s marriage
Education
Estate
Daughter’s
Planning
marriage
Family
Finance
Insurance
Coverage
Future
Regular
Flow of
money
Estate Planning
Insurance Coverage
Retirement
Provision
Regular Flow of money
Retirement Provision

121. Presents
ONE NEW PLAN
SOLUTIONS for All
your Family
Financial

122. Your top priorities
Since you have an ability to generate income and keep your
dependents happy, at this time it is critical that you:
Adequately insure
yourself to protect
your loved
ones
Simultaneously
make provisions for
important family
Goals
Start Savings for
your happy and
independent retired
life
And also ensure
continuous flow of
income in a planned
manner

123. NEW PLAN
• Total premium paid from pocket= 28,50,192
• Less tax benefits=
3,70,800
• Effective premium in 12 years= 24,79,392
• Total tax free returns =
12642436
th
th
• Returns receivable from 13 year to 30 year

124. Your action plan
To start with, your life will be
covered for Rs. 3055000
To keep your family protected
against ever increasing costs,
your life over will keep
increasing every year to reach
Rs. 7123157 by the 12th year
START SAVING NOW!!
You are 35 now. I propose that you save Rs. 237516 annually for next
12 years in this solution which is less than
Rs. 20,000 p.m.
124

125. Great benefits planned for your retired life
In this phase of your life your savings obligation will stop
However, considering the protection needs for your spouse your
life cover will continue
For the next 17 years you will receive annual income increasing
to counter the impact of inflation
At age 47 you will get an estimated annual income of
Rs. 258000
Unlike normal pension plan the income received here will be TAX-FREE
125

126. Summary of Solution
You pay annual premium of Rs. 237516 for 12 years and save tax of Rs. 30900
each year
In this period your life will be covered from Rs. 3055000
at age 35 to Rs. 7123157 at age 46
In 12 years you will pay a total of Rs. 2850192
From age 47 you will receive annual tax-free income every year starting at
Rs. 39364 and increasing every year.
In 19 years you will receive a total of Rs12642436
In the income period too you can save tax despite no premium contribution from
your own fund.
126

127. Year by Year benefits in the
Savings Phase
Policy
Year
Risk Cover
Age
Normal
Annual Premium
Tax Saved
Net Premium
2014
35
3055000
237516
30900
2015
36
3299400
237516
30900
206916
206916
2016
37
3563352
237516
30900
206916
2017
38
3848420
237516
30900
206916
2018
39
4156294
237516
30900
206916
2019
40
4488797
237516
30900
206916
2020
41
4847901
237516
30900
206916
2021
42
5235733
237516
30900
206916
2022
43
5654592
237516
30900
206916
2023
44
6106959
237516
30900
206916
2024
45
6595516
237516
30900
206916
2025
46
7123157
237516
30900
206916
2850192
370800
2479392
127

128. Year by Year benefits in the Income Phase
Policy
Year
Age
Sum Assured
+ Bonus
Guaranteed
Loyalty
Addition
Risk Cover
2026
47
258000
6300
224936
2027
48
284000
7150
212734
2028
49
331000
8400
200313
2029
50
371000
9750
187663
2030
51
422000
11200
174772
2031
52
447000
11900
162509
2032
53
508000
13500
149951
2033
54
557000
14725
137494
2034
55
612000
16000
125100
2035
56
673000
17325
112735
2036
57
740000
18700
100369
2037
58
818000
20125
87972
2038
59
898000
21600
75516
2039
60
990000
23125
62977
2040
61
1090000
24700
50325
2041
62
1205000
26325
37535
2042
63
1315000
27300
24907
2043
64
1408000
28275
12406
2044
65
1520000
29250
14443700
335650
Premium
Liability
Net Income
39364
78416
139087
193087
248428
296391
371549
434231
502900
577590
658331
750153
844084
950148
1064375
1193790
1317393
1423869
1549250
2140214
12642436
Normal
6490516
6899757
6227777
5599555
5011590
4470663
3963010
3490969
3051692
2642556
2261152
1905260
1572839
1262012
971050
698366
447497
216697
128

129. WHICH IS THE NEW PLAN
ANY GUESS
• Total premium paid from pocket= 28,50,192
• Less tax benefits=
3,70,800
• Effective premium in 12 years= 24,79,392
• Total tax free returns =
12642436

130. IT IS
Money
maxima

131. Age : 35
Term
Age of the which
Premium
client
matures Per Year
47
12
12580
48
13
12202
49
14
12421
50
15
12650
51
16
12891
52
17
12263
53
18
12558
54
19
12457
55
20
12394
56
21
12365
57
22
12366
58
23
12397
59
24
12456
60
25
12539
61
26
12652
62
27
12790
63
28
12628
64
29
12501
64
30
12406
237516
Maturity at
Reducing
S.A bonus( maturity - S.A) 8%
G.L.A
Premiums
105000
153000
258000
6300
110000
174000
284000
7150
224936
120000
211000
331000
8400
212734
130000
241000
371000
9750
200313
140000
282000
422000
11200
187663
140000
307000
447000
11900
174772
150000
358000
508000
13500
162509
155000
402000
557000
14725
149951
160000
452000
612000
16000
137494
165000
508000
673000
17325
125100
170000
570000
740000
18700
112735
175000
643000
818000
20125
100369
180000
718000
898000
21600
87972
185000
805000
990000
23125
75516
190000
900000 1090000
24700
62977
195000
1010000 1205000
26325
50325
195000
1120000 1315000
27300
37535
195000
1213000 1408000
28275
24907
195000
1325000 1520000
29250
12406
3055000

132. 4
Money
maxima

133. 3
MAHALIFE
SUPREME

136. How MahaLife Supreme works like
Reverse Mortgage
• Take 15 Years MahaLife Supreme policy
• Whatever premium is paid in Instalment goes
towards buying the Estate
• The Estate starts giving Yearly Instalments from
the 16th year onwards.
• On the demise of the proposer the estate value
gets transferred to nominee
• After 20 years of yearly installments the estate
gets matured with a good maturity amount
136

137. Benefits of MahaLife Supreme in
comparison to Reverse Mortgage
• Reverse Mortgage of MahaLife Supreme
can be done at any age
• Person need not wait till 60 years of age
• Certain Income Amount can be
guaranteed today itself while in case of
reverse mortgage amount it is known
only after the property is mortgaged
• On the demise of the proposer the estate
value goes to family whereas in Bank it
goes to Bank if the outstanding loan
amount is not paid
137

141. MahaLife Supreme Illustration for PPT 15 years
Age
Policy
at
Term
entry
Premium
Paying
term
Survival Benefits
received
For 20000 premium
@ 9.8% of S.A
Guaranteed
Lump sum
Maturity at
35th year
Basic Sum
Assured
30
35
15
16th year- 35th year
137% of S.A
10 times of
AP
40
35
15
16th year- 35th year
136% of S.A
10 times of
AP
50
35
15
16th year- 35th year
135% of S.A
10 times of
AP

142. MahaLife Supreme Illustration for PPT 12 years
Age
Policy
at
Term
entry
Premium
Paying
term
Survival Benefits
received
For 20000 premium
@ 6% of S.A
Guaranteed
Lump sum
Maturity at
35th year
Basic Sum
Assured
30
30
12
13th year- 30th year
117% of S.A
10 times of
AP
40
30
12
13th year- 30th year
116% of S.A
10 times of
AP
50
30
12
13th year- 30th year
115% of S.A
10 times of
AP

143. 2
MAHALIFE
MAGIC

144. I want to go for
Shorter Premium
Paying Term
I want to go for
longer life
expectancies
Why does a youngster think like this?

145. Our Research says
• 90% of Youngsters are
not sure of their future
Job
• They are not aware of
their coming Liabilities
• They are unable to
identify which needs
are important for them
when it comes to
Investment

146. He is the most important
member of your family.
His continuous ability
to earn Increasing
Income provides
comfort, happiness
& Security to
your family.

147. And right now, He is in a position to be most productive income earner
too. Hence, it is very critical that you get a long term protection,
together with a flexibility of stopping your premium liability after a
short term.

148. Presenting MahaLife Magic an insurance proposition for yourself,
which will enable you to get covered for a long period of 18
years.
To make your life easier, you are required to pay high premium
only for the first 9 years – the period when you can afford the
most.
Thereafter the premium is stopped to ease your responsibility of
maintaining the policy and ensure that you get the Happiness,
which you deserve the most.
Pay for 9 YEARS and receive a
lump sum amount at maturity after 18 YEARS

149. MahaLife Magic Illustration
Age Basic S.A
Annual
Total
Reversionary
Premium Premium Bonus(RB)
for 9 years Paid for 9 @8%
years
Terminal
Bonus
(TB)@8%
Maturity
Benefit
S.A+ RB +TB
25
10,00,000
122070
1098630
1025817
256454
2282271
35
10,00,000
123750
1113750
1025817
256454
2282271

151. 44% OF ALL SALES PEOPLE GIVE UP ON THE
1st REJECTION /refusal/objection
22% OF ALL SALES PEOPLE GIVE UP ON THE
2nd REJECTION /refusal/objection

152. 16% OF ALL SALES PEOPLE GIVE UP ON THE
3rd REJECTION /refusal/objection
10% OF ALL SALES PEOPLE GIVE UP ON THE
4th REJECTION /refusal/objection

153.  8% LEFT
73% OF ALL GENUINE CUSTOMERS
ONLY BUY OR TAKE UP OR JOIN
AFTER RAISING A MINIMUM
OF 4 OBJECTIONS, REJECTIONS
Two balls game

154. But the prospects
always say
‘No’
x

155. They
REJECT
US

156. WRONG,
WRONG,
WRONG!

157. Before understanding how to sell
these products let us
157

158. Understand
Professional
Selling

159. Basic understanding
of
PROFESSIONAL
Selling

160. Sell me this pen?

161. The regular answer is
•
•
•
•
•
•
•
This is a special pen
This writes better than others
This writes longer than other pens
This doesn’t bleed
This is season resistant
Its cover is better
Flow if writing is smoother

162. Professional answer is
• Not in terms of writing the specialty of the
pen
• But asking the right questions
• In the right way

163. For example
• A specially worded introduction
•
•
•
•
•
•
Do you have people working in your company
How many people work here
Do you ever write anything
Do your people write
Do you carry any writing instruments
Do your people carry any writing instruments

164. The questions can continue
• Do you have a unique identity in terms of any
writing instruments that your people carry
• What about your customers – do they ever write
anything
• Do you gift anything to your customers during
Diwali or new year?
• Do you give visiting cards whenever you meet any
of your customer?

165. Now once you know enough
• You can present a solution

166. Similarly while selling insurance
• You need to ask a minimum of 17 questions