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Allstate, a leading financial planning firm wanted to improve the sale of its Universal Life Insurance product. While the company's financial representatives flourished with its property/casualty offerings, they were unfamiliar with the performance details of Allstate's life products. As a result, they were reluctant to promote them.
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Since the sales force was equipped with laptop computers, InSight developed an interactive presentation tool that logically guided the financial representative through the sales process. Screen by screen, the presentation made a persuasive pitch with rational arguments and a detailed needs analysis. The financial representative could enter the customer's personal financial data and define the appropriate benefits package using the tool. Stylish graphics complemented the statistical approach, creating an intuitive environment that was easy to navigate and to understand. An emotional argument was made through full-screen video clips of customer testimonials. With customer information then stored in a database, the financial representative could reference the information as needed for follow-up activities.
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