Using salary illustrations to show the impact of premium payments on take-home pay is an example of what?

Using salary illustrations to demonstrate the impact of premium payments on take-home pay exemplifies need-based selling. This approach focuses on understanding the financial situation and specific needs of the customer, allowing the salesperson to tailor their presentation accordingly. By relating premium payments to take-home pay, the representative highlights how the insurance product fits the customer's budget and financial objectives. This method emphasizes the relevance of the insurance solution to the individual rather than merely showcasing the product features, thus addressing the customer’s unique circumstances and requirements directly.

Highlighting the effects on take-home pay helps the customer see the practicality and necessity of the coverage, fostering a deeper understanding and connection to the product being presented. This customer-centered approach is essential for building trust and ensuring that the sales process aligns with the customer's financial realities.