mumftp.tatainteractive.com · web viewintro to quiz (test yourself) question 1 question 2 question...

Tata AIA WBT Storyboard

Module: Need Based SellingTA Intervention Period Business Metric Intervention Type

NLA M4-M6 Activation WBT

Learning Objectives Match your selling strategy to the client’s needs. Differentiate between product benefits and product features.

NLT: 25 minutesModule Structure

Topic Screens Description/CommentsSplash 1. Splash

2. Module ObjectivesAnimation on the importance of understanding needs and presenting the solution in terms of benefits rather than features.

Menu 3. Menu Static screenTopic 1: 4. Meeting with the Client

5. Face to Face6. Analysing the Need and

Choosing a Solution7. Presenting the solution

Screen 1 and 2: Interaction with a client in which the client talks about many things including the real need/s. Screen 3: Interactivity in which the learner selects the solution that will meet the need of the client from three possible options.Screen 4: Interactivity in which the learner presents the solution by selecting the best of three possible ways to present it.

Tata Interactive Systems 1


Topic 2: 8. Meeting with the Client9. Analysing the Need and

Choosing the Solution10. Presenting the Solution

Screen 1: Interaction with a client in which the client talks about many things including the real need/s. Screen 2: Interactivity in which the learner selects the solution that will meet the need of the client from three possible options.Screen 3: Interactivity in which the learner presents the solution by selecting the best of three possible ways to present it.

Topic 3: 11. Meeting with the Client12. Face to Face13. Analysing the Need and


Screen 1 and 2: Interaction with a client in which the client talks about many things including the real need/s. Screen 3: Interactivity in which the learner selects the solution that will meet the need of the client from three possible options.Screen 4: Interactivity in which the learner presents the solution by selecting the best of three possible ways to present it.

Topic 4: 15. Meeting with the Client16. Analysing the Need and


Screen 1: Interaction with a client in which the client talks about many things including the real need/s. Screen 2: Interactivity in which the learner selects the solution that will meet the need of the client from three possible options.Screen 3: Interactivity in which the learner presents the solution by selecting the best of three possible ways to present it.

Topic 5: Summary

18. Summary List of key learning points

Topic 6:Quiz

19. Intro to Quiz (Test yourself)20. Question 121. Question 222. Question 3

Five MCQs/MMCQs on analysing needs and presenting solutions.



23. Question 424. Question 525. Results

No. of screens/Seat time: 25 screens/25 minutes approximately

Note to Reviewer: Text in grey will not appear on screen or be spoken in the audio.

Screen No. First screen on launchScreen Title DisclaimerBody Text 1 This product is to be strictly used for training TATA AIA professionals. Using this product for any other purpose is barred. All characters

and organizations mentioned are fictitious. No association with any real person or company is intended or should be inferred.Graphic Description

Splash

Screen No. 0Screen Title SplashOn-Screen Text Animated text and images to be displayed with each line of audio:

With “When Priya lost her husband at the age of 38, she didn’t immediately worry about finances as she knew he had purchased insurance and she was confident that she and her son would be well taken care of.”, display the following images with typography one by one.

When Priya lost her husband…

Finances

Insurance Policy (Show this text with both images about insurance and lady with son)


Nidhi Bains, 07/02/17,

Correct framing should be “ When Priya lost her husband at the age of 38, she didn’t immediately worry about finances as she knew he had… and she was confident…..

Neha Mrunmay Mehta, 21/02/17,

Done


id183763623 id502090804With “However, when she checked out the terms of the policy, she discovered that the payout was substantially lower than what she had expected.”, display the following images with typography one by one.

Terms and Conditions

Payout ↓

id481209429 id484744315 id172220183With “Although her husband had a high-risk profession, he had been persuaded to invest only in an income plan….”, display the following image.

High Risk Profession

Income Plan

No Death Benefits

id165083635With “Just like Priya, there are many people … when sales representatives fail to understand…. Show a collage of customer images appearing on screen – with the following typographic text. Show customer images only from other courses.

People might face difficulties

When sales representatives fail to understand their needs



Done


However when she checked out …, she discovered…


When you meet your customers, take time and effort to understand their needs first and then recommend an appropriate solution. Never be in a hurry to just close the sale and collect the cheque.” display the following using word art text in animation.

Talk to your customer Understand their needs Find the right solution Align benefits to needs Close the sale

Audio Transcript

When Priya lost her husband at the age of 38, she didn’t immediately worry about her finances as she knew he had purchased insurance and she was confident that she and her son would be well taken care of. However, when she checked out the terms of the policy, she discovered that the payout was substantially lower than what she had expected. Although her husband had a high-risk profession, he had been persuaded to invest only in an income plan with insufficient returns and no death benefits.

Just like Priya, there are many people who might face difficulties when insurance sales representatives fail to understand their needs and sell inappropriate products to them. As a Tata AIA sales representative, when you meet your customers, take the time and effort to understand their needs first and then recommend an appropriate solution. Never be in a hurry to just close the sale and collect the cheque.

Let’s look at some cases to understand this better!Graphic Description

Display text and images in sync as described in the TOS row.

Screen No. 1Screen Title Module ObjectivesOn-Screen Text By the end of this module, you will be able to:

Differentiate between product benefits and product features to better align them to your client’s needs. Match your selling strategy to your client’s needs.

Audio Transcript

By the end of this module, you will be able to:

Differentiate between product benefits and product features to better align them to your client’s needs and Match your selling strategy to your client’s needs.



Done

Debnath, Himadri, 14/02/17,

Audio will change as per the change in on screen text


Let’s take a look at a few cases to understand this in detail.Graphic Description

Standard objectives image and text.

Menu

Screen No.Screen Title MenuOn-Screen Text 1. Case 1: Securing the Future

2. Case 2: Child’s Education3. Case 3: Wedding Planning4. Case 4: Peaceful Retirement5. Summary6. Quiz

Note to Tata AIA SME: Although we do have Objectives for this module, as given in the table above, we are not including them on a separate screen as in other modules. Please let us know if you are okay with this.

i-text Click or tap a topic to begin.Audio Transcript

Click or tap a topic to begin.

Graphic Description

You could create a collage of the images in the Splash, or use the generic financial markets image provided below.

id149046238Template:



We have added a screen for Module Objectives.


Agree with Nidhi


Let the format be same..if you write objectives then learner is focussed.


As discussed over call, we are creating four cases – the first two cases cover wealth creation and education along with protection plans. Third case will focus on wedding planning and fourth will be on retirement planning. The details of which products will be pitched along with the terms is shared in the profile document (and SIS for all cases). In this SB, we will not add all product details. However, the pitch would use some numbers and will mention about the benefits from the products rather than its features.


There could be another case where prospect is planning for child’s education5th case could be creating wealthAnd the order could be 1. Securing the Future2. Education3. Grand Wedding4. Wealth Creation5. Peaceful Retirement


Updated as discussed


Although you mentioned wedding planning but while going through the remaining storyboard, I didn’t find any case on the same


Topic 1: Case 1: Securing the Future

Screen No. 1 (NOTE TO GRAPHICS: THIS IS A NEW SCREEN.)Screen Title Meeting Mr. PrasadOn-Screen Text Label with first image:

Mr. Shantiram PrasadAge: 40 yearsProfile: Fund Manager, Stock Broking FirmDependent wife and two children

Speech bubble text with first image:I am worried about my family’s needs when I am not around.

Label text for each image on the right:Life CoverProtection for Income LossAdditional Income to Repay Home Loan

Audio Transcript

Seema, a Tata AIA sales representative, has gone to meet Mr. Shantiram Prasad, a 40-year-old fund manager at a stock broking firm.

He explains that as a sole earning member of the family with a dependent wife and two children, he is extremely worried about his family’s needs, in case something happens to him.

He not only needs a life cover and protection for his income, but an additional income source to repay his home loan. Graphic Description

Same template as Topic 2 – Screen 1 (without the plus symbol clicks and popups).Display the following image with the speech bubble on the left first.



(image used in the next screen)

Display the following icon with corresponding label in sync with audio (without plus symbols).Images:

Life Cover

Protection for Income Loss

Stock illustration ID: 531237624 Additional Income to Repay Home Loan

Screen No. 2Screen Title Face-to-FaceOn-Screen Text Speech bubble Mr. Prasad:

It was always my wife’s dream, you see, to own a large house. As I have been earning quite well, I thought, why not? But all this comes at a price, you know. I have a loan of Rs. 30 lacs with Rs. 35,000 EMI. Speech bubble Mr. Prasad:We stock brokers work very long hours and I also supervise my family business. Lately, it’s been worrying me. What if I am not around for my family? What if I had a heart attack or something? What would my family do?



Speech bubble Seema:I’m sure nothing like that will actually happen, Sir. But I understand your worry. It’s good to plan for every eventuality. Speech bubble Mr. Prasad:Yes. My wife has always been a housewife. She says managing our two children and our home is a full-time job. I’m afraid that If something happens to me, she will not be able to manage. Our savings aren’t enough to protect them.Speech bubble Seema:Sir, you mentioned that you were worried about protecting your income and your home. Did I get that right?Speech bubble Mr. Prasad:Yes, that’s right. But that’s not why you’re here, are you?Speech bubble Seema:Pardon me, Sir. But that’s exactly why I’m here. Tata AIA is not just about life insurance. We provide solutions to meet all types of needs. I’m glad you shared your other concerns. Speech bubble Seema:First, let us try to find out exactly how much insurance you need or how much you need to save to meet your requirements by completing a financial health review or an FHR. Then, I will try to create a solution that will meet all your needs. What do you say?Speech bubble Mr. Prasad: Fantastic! I would certainly sleep easier. Let’s get on with it then.

I-text Click or tap the arrows to view their conversation.Audio Transcript

Mr. Prasad expresses his concern to Seema.

Click or tap the arrows to view their conversation.Graphic Description

Display the following images alternately with each speech bubble.Mr. Prasad:

506558264 506558348 506557276

Seema:



490801335 490777731 491517989Template:

Screen No. 3Screen Title The Right Solution On-Screen Text Seema creates an FHR report for Mr. Prasad and recommends a combo solution:

Tata AIA Life Insurance Sampoorna Raksha which would ensure protection from day 1 and gives a lump sum death benefit of 1.7 crore and,

Tata AIA Life Insurance Gold Income Plan for a five-year premium paying term that would start providing an annual income after just 12 years along with a lump sum amount payable at the maturity.

Click or tap here to view the FHR report.

Do you agree with this recommendation?

Note to Tata AIA SME: In the case of this scenario, we were thinking of not including the FHR report itself, but just mentioning that an FHR had been conducted and here is what emerged. Please let us know if you feel this would work or if you would prefer including the actual report.

I-text Choose the option you think is the most appropriate and click or tap Submit.Option 1 (Correct)

Yes



We have added the FHR report and updated profile as discussed.


I agree and this could be fulfilling of two goal wealth and protection


We can show the FHr as we want to inculcate the habit of doing combo sales. A detailed FHR will bring in more conviction


Please update FHR


Done


Replace with combo solution


Option 2 No

Feedback for correct

Good!

You’re right. Seema’s recommended solution meets all of Mr. Prasad’s needs:

1. Protection for his Income2. Creation of Asset from Day 13. An income for his wife in his absence4. Protection for his house (protection from loan liability)

A life cover of 1.7 crores will allow Mr. Prasad’s family to pay off the outstanding loan, in case something unfortunate happens to him and also invest the rest of the money in such a way that it generates monthly returns. In addition, the investment plan will help Mr. Prasad receive guaranteed maturity benefits and an additional guaranteed income for his family.

Feedback for incorrect

Sorry.

Seema’s solution actually does meet all of Mr. Prasad’s needs. He had explained that he wanted four things:

1. Protection for his Income2. Creation of Asset from Day 13. An income for his wife in his absence4. Protection for his house (protection from loan liability)

A life cover of 1.7 crores will allow Mr. Prasad’s family to pay off the outstanding loan, in case something unfortunate happens to him and also invest the rest of the money in such a way that it generates monthly returns. In addition, the investment plan will help Mr. Prasad receive guaranteed maturity benefits and an additional guaranteed income for his family.

Audio Transcript

After a detailed discussion, Seema creates a FHR report and offers a combo solution to Mr. Prasad. Click or tap the link shown here to view the report.

Review her recommendation carefully. Did she find the best solution?

Choose the option you think is the most appropriate and click or tap Submit.Graphic This is an MCQ with two options. Please use one of Seema’s images in the image area. Template:



Description

Add this report on the word ‘here’ as a hyperlink.

This file is added on TFS - $\Assets\01 Content\Storyboards\NLA_Need Based Selling\New_FHR_Reports-23March17

Screen No. 4Screen Title The Right PitchOn-Screen Text Which of the following pitches would you use to convince Mr. Prasad?

I-text Click or tap each plus symbol to view the pitches.

Choose the option you think is the most appropriate and click or tap Submit.Option 1 (Correct)

Sir, I recommend that you save in our Tata AIA Life Insurance Sampoorna Raksha plan, Option 1, which would provide a guaranteed death benefit of Rs. 1.7 crores. This would enable your wife to pay off the loan and run the house in case of an unforeseen event. I also suggest that you save in our Tata AIA Life Insurance Gold Income Plan. On saving Rs. 2.5 lacs for five years, you will receive a total guaranteed benefit of Rs. 23 lacs.

Option 2 Sir, I would recommend that you look at two of our products: Tata AIA Life Insurance Sampoorna Raksha and Tata AIA Life Insurance Gold Income Plan. Here are the brochures. Please take a look at the features listed here. You can see that you will get a lump sum benefit as well as a monthly income for your nominee. The other one will give an additional income to pay off the housing loan. What do you think of the solution, Sir?

Option 3 Sir, Tata AIA has two policies that can together cater to all your needs. Tata AIA Life Insurance Sampoorna Raksha will give your wife a lump sum amount in case of an unforeseen event. Tata AIA Life Insurance Gold Income Plan will provide a guaranteed lump sum amount after 12 years, as well as a guaranteed annual income and this will help you pay off the home loan. These two products can take care of all your needs that we discussed.


Well done!

Option 1 is the best pitch because it clearly lists all the client’s requirements and then explains how the solution would meet them.



Option 2 and 3 fail to clearly match needs to requirements and explain the advantages in terms of features rather than benefits. They also start off by mentioning that the consumer would need to invest in two policies, which could invite a rejection.


Afraid not.

Option 1 is the best pitch because it clearly lists all the client’s requirements and then explains how the solution would meet them. Option 2 and 3 fail to clearly match needs to requirements and explain the advantages in terms of features rather than benefits. They also start off by mentioning that the consumer would need to invest in two policies, which could invite a rejection.

Audio Transcript

Seema has found the right solution. But we all know that’s just half the battle. To get agreement from Mr. Prasad, she needs to present it in the right way, too. If you were in her place, which of the following pitches would you use to convince Mr. Prasad?

Click or tap each plus symbol to view the pitches.

Choose the option you think is the most appropriate and click or tap Submit.Graphic Description

This is an MCQ with three options. Please use the question mark as the image. Template:

Topic 2: Case 2: Child’s Education

Screen No. 1Screen Title Meeting ShraddhaOn-Screen Text Label with first image:

Shraddha VermaAge: 35 yearsProfile: Marketing ManagerSingle Mother, Dependent Parent and Child (age 6 years)



Speech bubble text with first image:I want an insurance policy to protect my mother and my daughter’s future. But I have other needs as well.

Label text for each image on the right:Life CoverMonthly IncomeEducation Expenses

I-text Click or tap each plus symbol to learn about Shraddha’s needs.Pop-up text for Life Cover

“I would like a life insurance policy to protect standard of living for my mother and daughter in case something happens to me. But I’ve been hesitating because it’s difficult for me to bear that additional cost in case I survive.”

Pop-up text for Monthly Income

“I’ve also been wondering how to provide a regular income for my mother. I mean an insurance payout is great, but she will need something to run her daily expenses. And if something happens to me, she’ll need to take care of my daughter too.”

Pop-up text for Education Expenses

“Another worry is my daughter, Savita. She’s only six now, but she’s growing up fast. Higher education is so expensive these days! I am trying to put something aside each month but with costs rising so fast, I wonder if it will be enough. And if something happens to me, what would happen to her future?”

Audio Transcript

When Tata AIA sales representative Surya went to meet Shraddha, she said she had been thinking about insurance for a while. She explained that she was a single mother who lived with her six-year-old daughter and dependent mother. As she was the sole earner, she wanted to protect them. However, she had some additional needs as well and wasn’t sure that insurance would cover them.

Click or tap each plus symbol to learn about Shraddha’s needs.Graphic Description

You will need to modify this template slightly.Display the following image with the speech bubble on the left first.

id183056246Display the following images with corresponding labels on each of the three patches. There will be no speech bubbles or radio buttons. Instead, display a plus sign below each image/icon. On clicking, these will display the corresponding pop-ups. These should be displayed one by one after the image and speech bubble.Images:



Life Cover

Monthly Income

Education ExpensesTemplate:

Screen No. 2Screen Title The Right Solution On-Screen Text Surya creates a Financial Health Review (FHR) report based on his discussions with Shraddha. Click or tap here to view the report.

Which of the following solutions would you propose to take care of Shraddha’s requirements?I-text Choose the option you think is the most appropriate and click or tap Submit.Option 1 Tata AIA Life Insurance Sampoorna Raksha Plus (Option 2): This will provide Shraddha’s mother with a lump sum benefit as well as a

monthly income for ten years to manage monthly expenses, in case something unfortunate happens to her. It’s return of premium benefit would also protect her investment in case of survival. The monthly income would also cover Savita’s higher education expenses so this solution is ideal.

Option 2 Tata AIA Life Insurance Gold Income Plan: This could provide a guaranteed monthly amount for Savita’s education in just 12 years and would be perfect to cover her higher education expenses. In addition, it would also provide a lump sum benefit that could be used by Shraddha’s mother to run monthly expenses. This solution will provide returns for all her savings and also take care of her basic need to provide monthly income and education expenses of her dependents.

Option 3(Correct)

Tata AIA Life Insurance Sampoorna Raksha Plus (Option 2) and Tata AIA Life Insurance Gold Income Plan: The first solution would provide a lump sum benefit and a monthly income in case an unfortunate event occurs. If it doesn’t, the investment would be



protected in any case as all premiums from Sampoorna Raksha Plus will be returned. The second would take care of Savita’s education expenses by providing a tax free guaranteed lump sum at maturity and tax free guaranteed increasing annual payout after maturity for 10 or 15 years.


Great going!

A solution does not need to comprise only one product! By carefully analysing Shraddha’s needs, you have rightly discovered that Tata AIA Life Insurance Sampoorna Raksha Plus and Tata AIA Life Insurance Gold Income Plan would together address all of them. On its own, Tata AIA Life Insurance Sampoorna Raksha Plus would take care of the life cover and the monthly income needs of Shraddha’s mother, but not Savita’s higher education expenses. On the other hand, Tata AIA Life Insurance Gold Income Plan would take care of Savita’s education needs when she grows up.


Afraid not.

On its own, Tata AIA Life Insurance Sampoorna Raksha Plus would take care of the life cover and the monthly income needs of Shraddha’s mother, but not Savita’s higher education expenses. On the other hand, Tata AIA Life Insurance Gold Income Plan would take care of Savita’s education needs but would not provide an adequate life cover to meet all expenses. If you analyse Shraddha’s needs carefully, you will discover that Tata AIA Life Insurance Sampoorna Raksha Plus and Tata AIA Life Insurance Gold Income Plan together address all of them. It is important to remember that a solution does not have to comprise only one product!

Audio Transcript

Surya creates a Financial Health Review (FHR) report based on his discussions with Shraddha. Click or tap the link shown here to view the report. Here are a few solutions that he can recommend to her.

Which of these would you say is ideal to meet her requirements?


This is an MCQ with three options. Please use the question mark as the image.

Surya image:

510695316



Template:



Screen No. 3Screen Title The Right PitchOn-Screen Text How should Surya pitch the solution to get Shraddha’s agreement?


Choose the option you think is the most appropriate and click or tap Submit.Option 1 Ma’am, you have multiple needs: life cover, monthly income and education requirements. There is no single policy that can cover all of

them. So I suggest a combo solution: Tata AIA Life Insurance Sampoorna Raksha Plus and Tata AIA Life Insurance Gold Income Plan. The first will take care of your life insurance requirements; the second will help with your daughter’s education costs. Let me show you some product brochures for these two solutions. They are ideal for you. Here, take a look.

Option 2(Correct)

Ma’am, as I understand it, you have three key needs: Life cover, monthly income for your mother and an education fund for your daughter. We have perfect solutions that will cater to all your needs. Our Tata AIA Life Insurance Sampoorna Raksha Plus can provide a guaranteed protection of standard of living for your family with Sum assured of Rs. 1 crore as well as a monthly guaranteed income of Rs. 1 lac of 10 years in case something unfortunate happens with you, and in case nothing happens all your premium contributed towards Sampoorna Raksha Plus will be returned. Also, if you save just Rs. 12,500 per month in the Tata AIA Life Insurance Gold Income Plan for 12 years, you will receive tax free guaranteed benefit of Rs. 34.59 lacs to cover Savita’s education needs.

Option 3 Ma’am, as I understand it, you have three key needs: Life cover, monthly income for your mother and an education fund for your daughter. Here is a solution: Our Tata AIA Life Insurance Sampoorna Raksha Plus has features that will cover your life insurance needs, while the Tata AIA Life Insurance Gold Income Plan will give you an income to cover your daughter’s higher education costs. Let us first



Done


Monthly guaranteed income of… (just to reiterate Guaranteed)..


Done


A guaranteed benefit of …


Done


So I suggest a combo solution—just to reinforce combo solution .. otherwise this is fine.



decide on an investment amount. Then we’ll proceed to look at all the features of these policies. Does that sound good?Feedback for correct

Good!

Your pitch needs to focus on arriving at an investment figure, which is the logical first step. It also reassures the client by showcasing how the product meets her needs. Your client will only accept a solution if she sees the benefit of saving her money in it.


Sorry.

Your pitch needs to focus on arriving at an investment figure, which is the logical first step. It also reassures the client by showcasing how the product meets her needs. Your client will only accept a solution if she sees the benefit of saving her money in it.

If you just talk about product features rather than how the solution benefits the client, she will most likely reject your solution.

Always focus on product benefits rather than features.Audio Transcript

Now that Surya has discovered a great solution to cover all of Shraddha’s needs, how should he pitch it to get Shraddha’s agreement?




Topic 3: Case 3: Wedding Planning

Screen No. 1 (NOTE TO GRAPHICS: THIS IS A NEW SCREEN.)Screen Title Meeting Mr. AgarwalOn-Screen Text Label with first image:



Mr. Keyur AgarwalAge: 35 yearsProfile: Bank ManagerDependent wife and child (4-year-old)

Speech bubble text with first image:I want to gift a lavish wedding to my daughter when she grows up.

Label text for each image on the right:Daughter’s Wedding

Audio Transcript

Mr. Keyur Agarwal, a 35-year-old bank manager, has a specific requirement for which he has called Rahul, a Tata AIA sales representative.

He wants to gift a lavish wedding to his only daughter Pooja and wants to invest in a plan that gives him good returns over long term. Graphic Description

Same template as Topic 2 – Screen 1 (without the plus symbol clicks and popups).Display the following image with the speech bubble on the left first.

511472168 (image used in the next screen)

Display the following icon with corresponding label in sync with audio (without plus symbols).Images:



Stock illustration ID: 490716348Daughter’s Wedding

Screen No. 2Screen Title Face-to-FaceOn-Screen Text Speech bubble Mr. Agarwal:

I started planning for my daughter Pooja’s education when she turned one. Speech bubble Rahul:That’s actually very good, Sir. The earlier you start saving, the better. It gives the benefit of compounding and the amount to be saved each month to achieve the goal is also less!Speech bubble Mr. Agarwal:Yes, I agree. Now that she has turned four, I am thinking of keeping some money aside for her wedding too. My wife and I have always dreamed of gifting a lavish wedding to our only daughter!Speech bubble Rahul:I’m sure she will be very happy to receive such a wonderful gift, Sir! Have you invested any money specifically for this goal in any saving instrument, Sir?Speech bubble Mr. Agarwal:I have invested some money in a PPF account in her name. But I think that will not be enough. Speech bubble Rahul:You are right, Sir. And I have just the right solution for you which will give you guaranteed returns at the right time!

I-text Click or tap the arrows to view their conversation.Audio Transcript

Mr. Agarwal discusses his requirement in detail with Rahul.



Click or tap the arrows to view their conversation.Graphic Description

Display the following images alternately with each speech bubble.Mr. Agarwal:

511472168 511665592 511665550Rahul:

91617709 89322505 92656385Template:

Screen No. 3Screen Title The Right SolutionOn-Screen Text Rahul creates a Financial Health Review (FHR) report based on his discussions with Mr. Agarwal. Click or tap here to view the report.



Which of these solutions should Rahul recommend to him?I-text Choose the option you think is the most appropriate and click or tap Submit.Option 1 Tata AIA Life Insurance Sampoorna Raksha Plus (Option 2): This will give Mr. Agarwal a life cover till he turns 80 and his nominee

would get a tax free lump sum and tax-free monthly income for the following 10 years in case of his unforeseen death. He will also have the option of choosing a limited premium paying term of 5 or 10 years. In addition, in case he survives the term, the premiums he has paid would be returned to him.

Option 2 Tata AIA Life Insurance Sampoorna Raksha (Option 1): This will give Mr. Agarwal a life cover for 40 years and his nominee will get a tax-free lump sum in case of his unforeseen death. He will also have the option of choosing a limited premium paying term of just 5 years. The family will be able to invest this amount appropriately to receive monthly returns and maintain their current standard of living.

Option 3(Correct)

Tata AIA Life Insurance Gold Income Plan: First, a tax-free, guaranteed maturity lump sum amount will help Mr. Agarwal, plan a lavish wedding for his daughter. Second, the tax free increasing annual income for a period of 10 or 15 years after maturity will serve as the ideal wedding gift for his daughter. He will also have the option to pay premiums for limited period of 5 or 12 years in order to receive benefits from the solution. The increasing income each year will increase with an income booster of 5-10% compounded annually.


Well done!

You’re right. The Tata AIA Life Insurance Gold Income Plan meets Mr. Agarwal’s needs. He is looking for an investment plan that gives him guaranteed returns when his daughter is of marriageable age.

Tata AIA Life Insurance Sampoorna Raksha and Tata AIA Life Insurance Sampoorna Raksha Plus are not suitable as they are protection plans and ideal for income protection or standard of life protection.


Afraid not!

The Tata AIA Life Insurance Gold Income Plan meets Mr. Agarwal’s needs. He is looking for an investment plan that gives him guaranteed returns when his daughter is of marriageable age.

Tata AIA Life Insurance Sampoorna Raksha and Tata AIA Life Insurance Sampoorna Raksha Plus are not suitable as they are protection plans and ideal for income protection or standard of life protection.

Audio Transcript

Rahul creates a Financial Health Review (FHR) report based on his discussions with Mr. Agarwal. Click the link shown here to view the report. Here are a few solutions that he can recommend to Mr. Agarwal. Which of these would you say is ideal to meet his needs?

Choose the option you think is the most appropriate and click or tap Submit.



Updated the correct option to Option 3.


This cannot be the correct option as the need is not to have death benefit or income protection rather plan for daughter’s wedding.


Graphic Description




Screen No. 4Screen Title The Right PitchOn-Screen Text Which of the following is the best way to pitch the solution to Mr. Agarwal?


Choose the option you think is the most appropriate and click or tap Submit.Option 1 (Correct)

Sir, our Tata AIA Life Insurance Gold Income Plan is best suited for your requirements. On saving just Rs. 1,80,000 per year for 12 years, you can create an ideal wedding gift for your daughter. Pooja will receive a guaranteed tax free maturity benefit of around 15.39 lacs when she turns 19. She will also receive a guaranteed tax free increasing income for 10 years starting from 1.8 lacs per year which will increase every year with 7.5% income booster compounded annually to take care of inflation. I am confident that you would like to gift her something like this (total guaranteed benefit of Rs. 41 lacs) which she will cherish lifelong.

Option 2 Sir, I am thinking of a solution that will be ideal for you. The Tata AIA Life Insurance Gold Income Plan has many attractive features such as guaranteed maturity benefit and guaranteed income that increases every year, both of which are tax free. You have the option to pay as few as 5 premiums and it also provides death benefit to your nominee in case something unforeseen happens to you.

Option 3 Sir, all parents dream of providing the best for their child and Tata AIA helps them fulfil their dreams! With our savings plan, Tata AIA Life Insurance Gold Income Plan, you will be able to receive golden returns with very few savings! It provides a tax-free guaranteed maturity benefit and a guaranteed income that beats inflation. These investments will help you and your family plan a lavish wedding for Pooja. Just pay for 12 years and Pooja will get rewarded with tax free guaranteed maturity amount and increasing income for 15 years, all together it sums up to Rs. 41 lacs of guaranteed benefits.



FHR needs to be changed Wedding cost should be around 10-15 lacs on an average




Well done!

It is best to showcase how the benefits of the solution meets your client’s needs. In this case, Rahul showed how a small saving every month gives a lump sum benefit to Mr. Agarwal at the right time and an increasing income for 10 years after that.


Not really.

It is best to showcase how the benefits of the solution meets your client’s needs. In this case, Rahul needs to showcase how a small saving every month gives a lump sum benefit to Mr. Agarwal at the right time and an increasing income for 10 years after that.

Audio Transcript

Now that Rahul has chosen a solution for Mr. Agarwal, he is thinking of three different ways to pitch this solution. Which of them, do you feel, have the greatest chance of proceeding with this sale?



You will need to modify this template slightly. Show Rahul and three icons of speech bubbles labelled Pitch 1, Pitch 2 and Pitch 3. The option text should appear on clicking the icon.

Template:

Topic 4: Case 4: Peaceful Retirement

Screen No. 1Screen Title A Call with SurabhiOn-Screen Text Speech bubble text with first para of audio: “I don’t need insurance. I am planning for my retirement now.”

Surabhi GokhaleAge: 37 years



Age is 37 years as discussed.


Age profile of customer?For retirement people are generally in age bracket of 35-45


Profile: IT Professional

Label text for each pop-up below. Show icons for each of these labels – pig bank, calculator, upward graph and calendar:

Low SavingsTaxesInflationFew Saving Years

I-text Click or tap each plus symbol to learn about Surabhi’s concerns.Pop-up text for Need 1

I regularly save in a PPF account but I’m worried that it may not be enough to meet my retirement expenses.

Pop-up text for Need 2

I’m concerned about taxes. I have other investments that will give me an income, but that will be subject to tax.


I am worried that even an additional income may not be enough to beat inflation.


My children are five and eight years old. I will need to spend on their higher education and marriage so I will not be able to make large investments for more than 8-10 years.

Audio Transcript

Your prospective customer Surabhi, who is 37 years old, is very busy managing her home and her career as an IT professional. Her husband, who is four years older than her, works in a bank. When you speak to her over phone, she explains that she already has life insurance and was currently planning for her retirement. She goes on to discuss her worries about a low savings, taxes, inflation and the fact that she has very few years to save large portions from her income.

Click or tap each plus symbol to learn more about Surabhi’s concerns.Graphic Description

Display the following image with the speech bubble on top.

id174674854

Display the labels given above in this template in sync with audio along with icons:



Screen No. 2Screen Title The Right Solution

Note to Tata AIA SME: We understand that FHR is a very important step in need-based selling and should be included in some detail to make the scenarios realistic. Please confirm if this understanding is correct. If yes, we would need some help in creating FHR reports for the protagonists in all our scenarios. May we have a call to discuss this please? After that we would complete the SB and re-submit it for your review.

On-Screen Text You create a Financial Health Review (FHR) report based on your discussions with Surabhi. Click or tap here to view the report.

Which of these solutions would you recommend to her?I-text Choose the option you think is the most appropriate and click or tap Submit.Option 1 Tata AIA Life Insurance Sampoorna Raksha (Option 2): This will give Surabhi a life cover for 40 years and her nominee will get a tax-

free lump sum and monthly income for the following 10 years in case of her unforeseen death. She will also have the option of choosing a limited premium paying term of just 5 years.

Option 2(Correct)

Tata AIA Life Insurance Gold Income Plan: This will give Surabhi a tax-free, guaranteed lump sum amount at maturity and tax free increasing annual income for a period of 10 or 15 years after maturity, which will not only provide regular income, but will also take care of inflation. She will have the option to pay premiums for limited period either for 10 years or just 5 years in order to start receiving lump sum as maturity and an increasing income at the end of maturity. The increasing income each year will increase with an income booster of 5-10% compounded annually.

Option 3 Tata AIA Life Insurance Sampoorna Raksha Plus (Option 2): This will give Surabhi a life cover till she turns 80 and her nominee would get a tax free lump sum and tax-free monthly income for the following 10 years in case of her unforeseen death. She will also have the option of choosing a limited premium paying term of 5 or 10 years. In addition, in case she survives the term, the premiums she has paid would be returned to her.


Well done!

You’re right. The Tata AIA Life Insurance Gold Income Plan meets all of Surabhi’s needs: additional income, freedom from tax, protection against inflation and limited premium payment term.



Added as discussed


Sure we can discuss and close the same


Added as discussed with Himadri


Yes.. it is critical


Tata AIA Life Insurance Sampoorna Raksha and Tata AIA Life Insurance Sampoorna Raksha Plus are not suitable as they as they are term plans and do not provide retirement income, which she has stated as her basic requirement.


Afraid not!

Tata AIA Life Insurance Sampoorna Raksha and Tata AIA Life Insurance Sampoorna Raksha Plus are not suitable as they do not provide retirement income, which she has stated as her basic requirement.

Instead, the Tata AIA Life Insurance Gold Income Plan seems to meet all of Surabhi’s needs: additional income, freedom from tax, protection against inflation and limited premium payment term.

Audio Transcript

You create a Financial Health Review (FHR) report based on your discussions with Surabhi. Click the link shown here to view the report. Here are a few solutions that you can recommend to her. Which of these would you say is ideal to meet all her needs?





Screen No. 3Screen Title The Right PitchOn-Screen Text Which of the following is the best way to pitch the solution to Surabhi?





Choose the option you think is the most appropriate and click or tap Submit.Option 1 Ma’am, Tata AIA is not just about life insurance. We have solutions that caters to all kinds of requirements, including your need for a

tax-free retirement income that beats inflation. The Tata AIA Life Insurance Gold Income Plan will not only provide a guaranteed maturity benefit, but it will also provide a guaranteed income that will keep increasing every year which will be tax free! You can get up to Rs. 50 lacs of benefits by saving just Rs. 2.5 lacs per year for 12 years!

Option 2 Ma’am, we have solutions designed to cater to every need. I am thinking of a solution that will be ideal for you. The Tata AIA Life Insurance Gold Income Plan has many attractive features such as tax free retirement income, the option to pay as few as 5 premiums, etc. And of course your nominee will get benefits in case something unforeseen happens to you.

Option 3(Correct)

Ma’am, we have just the right solution for your needs. In order to supplement your retirement income, if you save Rs. 2.5 lacs per year for 12 years with the Tata AIA Life Insurance Gold Income Plan, you will get a tax free guaranteed maturity benefit of around Rs. 21 lacs and an increasing income for 10 years after maturity starting from Rs. 2.5 lacs per year which will increase every year with 8% income booster compounded annually. Hence, overall tax free guaranteed benefit of Rs. 57.57 Lacs will be there for your independent retirement life.

Note to SME: We have added a few values from the GIP SIS in the above option. We have also retained the original correct answer here for your reference (given below). Please let us know if the above option is okay. Also, please note that we will not include a very elaborate pitch here listing all benefits/details as we are only talking about how to pitch based on client needs and not teaching about product details. Instructionally, we would also recommend that all three options are approximately of the same size. If one option is too elaborate, it is a clear giveaway of being the correct option.

Original correct option:Ma’am, we have just the right solution for your needs. The Tata AIA Life Insurance Gold Income Plan will give you four benefits: a tax free guaranteed maturity benefit, and an increasing income for 15 years after maturity that increases every year with 5% - 10% income booster compounded annually, the option to pay premiums is for 10 years, which will provide tax deduction under sec 80C.


Well done!

Brinda’s response was the best. She briefly listed the benefits of the solution that met Surabhi’s expressed needs. The client will definitely be interested to hear more about the solution now.

Devika and Somnath mentioned some of the benefits, but not all of them. They also explained the advantages in terms of product features instead of showing how it benefits the consumer.


Not really.



Brinda’s response was the best. She briefly listed the benefits of the solution that met Surabhi’s expressed needs. The client will definitely be interested to hear more about the solution now.

Devika and Somnath mentioned some of the benefits, but not all of them. They also explained the advantages in terms of product features instead of showing how it benefits the consumer.

Audio Transcript

Now that you have chosen a solution for Surabhi, how will you pitch it? We asked three of our sales representatives this question and here is what they said. Which of them, do you feel, have the greatest chance of proceeding with this sale?



You will need to modify this template slightly. There will be no agent icons. There will be three images only with an icon for speech bubbles. The option text should appear on clicking the icon. Option 1 corresponds to Devika, Option 2 to Somnath and Option 3 to Brinda.

Images and labels:

id147273495 id476208516 id624405246Devika Somnath BrindaTemplate:

Topic 5: Summary

Screen No. 1Screen Title Key Learning Points



On-Screen Text In order to convince prospective consumers, you need to:o Analyse their needs. o Match needs to product features.o Explain solution in terms of benefits, and not features.o Explain how the solution addresses the needs.

Need-based selling is most likely to help you achieve closure.

Audio Transcript

Take a look at the key learning points of this module.

Graphic Description

Summary template

Topic 6: QuizScreen No. 1Screen Title Test YourselfOn-Screen Text You have now completed the module on Need Based Selling and are ready to take the final assessment. Please note:

You must complete all questions in one session. If you exit the assessment before all questions are answered, your answers will not be saved.

You need a minimum score of 80% to pass the assessment. You can retry the assessment if you do not achieve the minimum passing score.

Good Luck!

Audio Transcript

You have now completed the module on Need Based Selling and are ready to take the final assessment. Please note:

You must complete all questions in one session. If you exit the assessment before all questions are answered, your answers will not be saved.

You need a minimum score of 80% to pass the assessment. You can retry the assessment if you do not achieve the minimum passing score.



Good Luck!

Graphic Description

Generic Assessment image.

Screen No. 2Screen Title Question 1On-Screen Text Why is it important to analyse the needs of a prospect?

Option 1: It makes the prospect feel good. Option 2: It helps to build rapport with the client. Option 3: It helps you to explain the features of the product. Option 4: It helps you to find a solution that meets most of the needs.

Select the correct option and click or tap Submit.

This question maps to the LO: Match your selling strategy to the client’s needs.

Audio TranscriptGraphic Description

Assessment template. There should be no feedback or audio.

Screen No. 3Screen Title Question 2On-Screen Text Mahmoud’s client wants to get a lump sum amount after 12 or 15 years to fund his daughter’s wedding. But he also wants a life cover

to protect his standard of life. What kind of a solution should Mahmoud present?

Option 1: Tata AIA Life Insurance Sampoorna Raksha with death benefit plus monthly income option. Option 2: Tata AIA Life Insurance Sampoorna Raksha Plus with a death benefit plus monthly income option. Option 3: A combination of Tata AIA Life Insurance Sampoorna Raksha or Tata AIA Life Insurance Sampoorna Raksha Plus

along with Tata AIA Life Insurance Gold Income Plan.



Option 4: A combination of Tata AIA Life Insurance Sampoorna Raksha, Tata AIA Life Insurance Sampoorna Raksha Plus and Tata AIA Life Insurance Gold Income Plan.





Screen No. 4Screen Title Question 3On-Screen Text Which of the following statements on benefits and features are correct?

Option 1: Benefits help the client to see how the solution is relevant to their needs. Option 2: Some features may not align to the needs of the client. Option 3: The features do not explain the advantages of the solution. Option 4: Explaining how benefits align to needs leads to quicker closure. Option 5: It is a good practice to ask clients to read about the features listed in policy literature.

Select all the correct options and click or tap Submit.

This question maps to the LO: Differentiate between product benefits and product features.



Screen No. 5Screen Title Question 4



On-Screen Text Aranya, a 30-year-old probationary officer at SBI, wants a life cover with a lump sum guaranteed death benefit that would be valid till he’s 80 years of age. He cannot pay a very high premium, nor can he pay for longer than 5 years, but he’s willing to forgo survival benefits. Which of the following solutions would you recommend for him?

Option 1: Tata AIA Life Insurance Sampoorna Raksha. This would give him a guaranteed life cover till he’s 80 years of age and he can pay as few as five premiums.

Option 2: Tata AIA Life Insurance Sampoorna Raksha Plus. This would give him a guaranteed life cover till he’s 80 years of age and he can pay just five premiums. Though this is a bit more expensive, the premiums would be returned in case of survival.

Option 3: Tata AIA Life Insurance Gold Income Plan. This would give him a guaranteed life cover for 15 years. In addition, he would also get a guaranteed income for 10 or 15 years.





Screen No. 6Screen Title Question 5On-Screen Text Meenakshi, a 35-year-old chartered accountant, wants to retire at 50 years and is looking for an additional source of income. You have

recommended the Tata AIA Life Insurance Gold Income Plan. Which of the following pitches is likely to work best?

Option 1: Ma’am, the Tata AIA Life Insurance Gold Income Plan will give you a lump sum maturity benefit, income for 10 or 15 years after maturity, tax benefits, increasing income and many other benefits.

Option 2: Ma’am, the Tata AIA Life Insurance Gold Income Plan will give you a guaranteed income for 10 or 15 years after maturity. As the policy term can be customised to 12 or 15 years, this will meet your requirements exactly.

Option 3: Ma’am, the Tata AIA Life Insurance Gold Income Plan will give you a guaranteed income for 10 or 15 years. This will enable you to retire early, after 15 years, if you want to.







Screen No. 7Screen Title ResultBody Text 1 <Passing Text – When score is 80% or more>

Congratulations!

You scored __%

You have completed this course successfully.

Click or tap the Exit button to close the course.Body Text 2 <Failing Text – When score is less than 80%>

Please Try Again.

You scored __%.

However, you need to score 80% or more to successfully complete this course. We recommend you commence this journey again and attempt the assessment after completing it.

Click or tap the Revisit button to reattempt the assessment.Audio TranscriptGraphic Description



Screen No. Disclaimer <To appear after the result screen>

Note to Tata AIA SME: Please guide us as to which disclaimer should be used in this course. WE have a common disclaimer for SIP, SR and SR+ and there is a separate disclaimer for GIP. However, we are not teaching any specific products here and the module focuses more on how to uncover needs and then pitch products based on client needs. In that case, would the Generic disclaimer suffice for this module? Please let us know. Thanks.

Screen Title DisclaimersBody Text 1

Graphic Description

Add this new disclaimer given by the client:

$/TATA_AIA_Continuous_L_and_D_TRMUINA250017_TFS/Project Documentation/07 Client Supplied Items/Mar6_2017 Disclaimer - SR, SR+ and GIP/Disclaimers_updated.pptx – Slide 1



Note to Himadri: Request you to please let us know which disclaimer should be shown in this course.


Himadri—pl let them know. Thanks.

mumftp.tatainteractive.com · web viewintro to quiz (test yourself) question 1 question 2 question...

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