Blended Training Program – Batch Commenced on _____________

Learning Diary – Day 5

Personal Details:
First Name Rahul Location Chhatarpur
Last Name Tiwari Zone North

Please type in at least 1 key learning that you derived from each session, at the end of the session. We may
ask you to sum up the session at the end of the day. Once you have done this for all the sessions, please
upload this on the portal, latest by 18:30 hours today.

My Key Learning for Day 5: __22/04/2024__________

# Session Key Learning
Positive side of objections:
o Objections show that the customer is interested
o Enable the salesperson to give more information to the customer
o The more information the customer has, the easier it is to make the sale
Feel, Felt and Found strategy:
o Assure the customer that you understand why he/ she might Feel the price
is too high
o Inform the customer that other customers have Felt the same way
o However, when they saw the money they saved during the long run, they
Found that it was a really
Objection Found that it was a really good investment
1 Handling Steps To Handle Objections:
Technique o Step 1: Acknowledge: Empathise with the customer and acknowledge the
objection
o Step 2: Counter: Counter the logic with logic without offending the
customer
o Step 3: Close: Assure the customer that there is no obligation to close the
sale

2 Top 5 Top 5 objections are:

Objections and o We don’t need insurance
Potential Ways o We already have insurance
to Handle o My employer provides life insurance cover
o I will have to invest for a long term through life insurance
o I am not comfortable in investing in market related plans
• Top 5 myths are:
o You don’t need life insurance if you are single
o Insurance is beneficial only after my death
o Insurance needs are the same for all
o Life insurance is expensive. I cannot afford the regular premiums
o Life insurance is a financial product that is useful only to save taxes
 Blended Training Program – Batch Commenced on _____________
Learning Diary – Day 5

Three effective underwriting guidelines are based on:

o Customer’s age proof
o Financial underwriting
o Medical underwriting
• Age group helps to assesses the risk relating to death of the life assured
• Financial underwriting evaluates based on the risks:
o Life assured
Underwriting o Cases of over insurance
3
Process o Ability of the policyholder
• Medical underwriting is categorised as:
o Life assured
o Type of proposal

iNeo+ is an application through which users can upload documents for

processing
the insurance application
• Benefits of this application are:
o It helps in the customer on-boarding process
Application
o It is a multi-channel, device and platform agnostic approach
4 Journey of a
o It helps to identify and quantify customer’s financial needs
Policy