---
title: "What Is Needs-Based Selling? Definition | Epic Life Glossary"
description: "Needs-based selling is a sales approach that starts by learning the family's goals, budget, and risks, then matches a product to those needs. The..."
url: https://epicline.preview.multisites.ai/glossary/needs-based-selling
publisher: Epic Life Group
apply: https://epicline.preview.multisites.ai/apply
quote: https://epicline.preview.multisites.ai/get-a-quote
---

Sales and lead terms

# Needs-Based Selling

Needs-based selling is a sales approach that starts by learning the family's goals, budget, and risks, then matches a product to those needs. The product is chosen after the questions, not before.

## Why it matters

This approach fits insurance because the right policy depends on the person. A needs analysis may look at income, debts, final expenses, and who depends on the insured. Suitability and best interest rules in many states expect agents to base advice on the client's situation. Families should expect questions about their finances and health. Agents benefit too, since a good fit leads to fewer lapses and chargebacks.

Source: [naic.org](https://content.naic.org/sites/default/files/model-law-275.pdf)

[Read next, for agentsInsurance sales training at Epic Life: AI coaching and mentors](https://epicline.preview.multisites.ai/careers/training)

## Where we use this term

-   [Your first 90 days as a telesales life insurance agent: a week-by-week ramp](https://epicline.preview.multisites.ai/guides/first-90-days-as-a-telesales-agent)

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