What is the purpose of a needs-based presentation in Aflac sales?

• A. To compare premiums across multiple carriers
• B. To demonstrate how coverage addresses the client’s specific risks and financial goals with clear value
• C. To maximize agent commissions
• D. To emphasize features over client needs

Answer: (B)

A needs-based presentation aims to connect coverage directly to what the client actually faces—their specific risks and financial goals—and to show how the protection provides clear, tangible value. In practice, you explore the client’s priorities and potential costs, then demonstrate how the chosen Aflac benefits help cover those expenses, such as daily living costs, out-of-pocket medical bills, or lost income during recovery. This approach helps the client see the concrete payoff of the coverage rather than just hearing about product features. It’s not about comparing premiums across carriers at this stage, nor about pushing features or chasing commissions—the focus is on showing how the protections align with the client’s real needs.