7 Outdated Sales Closing Techniques That Are Flat Out Terrible!

Written by Leslie Ye

In Glengarry Glen RossAlec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team.

Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life — get them to sign on the line which is dotted!” Fortunately for Blake, his character claims to have earned $970,000 in a year. Unfortunately, he’s dead wrong about what ultimately counts in sales. Even in the age of Glengarry Glen Ross, when “Always Be Closing” was the mantra echoing in sales reps’ heads, he was wrong.

The old sales playbook — dragging prospects through a sales process and strong-arming them into a purchase — only worked because there was no better way for buyers to buy.

Today, things have changed. Buyers have access to more information and more options than ever, and salespeople who still operate under the ‘Always Be Closing’ model will find that ironically, more doors than ever are closing on them.

Many sales tactics have changed with the times. But closing is an area where reps still struggle.

It’s easy to see why. The idea that prospects need to be “closed” is, in and of itself, a dated concept. Today, salespeople educate prospects so they can decide on their own whether they’ll buy or not.

“Closing” shouldn’t be something that gets done to prospects. Instead, it should be a mutually agreed-upon outcome that’s a natural byproduct of a helpful, educational sales process.

Traditional closing tactics are left over from an old era of sales. These techniques are particularly cringe-worthy — avoid them at all costs.

1) The Assumptive Close
As its name suggests, the assumptive close operates under the assumption that a prospect is going to buy, even when they haven’t explicitly said so. Reps will ask prospects things like, “So what day should we get started?” in the hopes their buyers will get in the mindset of purchasing the product. Read More

How To Double & Triple Your Life Insurance Sales In The Next 90 Days… “GUARANTEED???”

My family and I wish we could absolutely guarantee that if you invest in one of our specialized systems you will double and triple your life insurance in the next 90 days. But, that depends entirely upon your ability, desire, dedication, effort and motivation to work and use the advanced life insurance marketing, prospecting and sales ideas, strategies, tips, tools and training in those programs.

However, we can ‘GUARANTEE’ that when you invest in one of our systems you will receive all of the personal training, coaching and support you need to make those systems work. The rest is entirely up to you. 

Now consider, is there any other insurance sales training organization that is recommended and endorsed by over 40  industry legends, leaders and experts?

Can you find any other insurance sales training organization that has hundreds of written and video testimonials from satisfied clients?

You can have everything you want in your life and career, but you have to decide what you want… and then take action!

Here is a testimonial we received a few months ago from one of our ‘Raving Fans!’

“your programs are the best material for new agents,
as well as veteran producers like me.”

Dear Jeremy, Read More

No & Low Cost… Lead Generation Ideas

QUESTION: I could use some help in other marketing areas. I use the phone a lot. I’m on a very limited budget right now and am very frustrated. I love my work, but I’m not doing what I need to do, to be successful. Can you help me?

ANSWER: There are a lot of ‘NO COST’ or very low cost things you can do to help you find more prospects.

You can:

  1. Call all your existing clients and ask for referrals…

  2. Offer your clients a free educational workshop. Have them bring a friend… (Topics – “Living Debt Free And Truly Wealthy, wtax law up dates, Medicare & Medicaid up dates, etc.)

  3. Call people using the survey approach…

  4. Use some of the articles from our client newsletters (rewrite them a little) to get yourself published in your local newspaper, associations etc. Include a byline with all your contact information…

  5. Set up a Joint Venture with a P&C agency, attorney, accountant, doctor, chiropractor, dentist, optician, beautician, auto dealers, etc….

  6. Call the prospects you didn’t sell, and do a survey…

  7. Put up a flyer offering a free report, or workshop – in grocery stores, car washes, and oil change places. Or, put it on cars in parking lots, etc.…

  8. Put a free report in a nice, ‘clear front’ binder, with all your contact information, into waiting rooms…

  9. Make a list of everyone you do business with… Ask for their help… Have them hand out a flyer to their clients offering a free report or workshop…

  10. Offer a information workshop for churches, women’s groups, senior groups and other associations… Starting with your local Church or Synagogue…

  11. Make a list of every person you, your parents, friends and relatives know, and then offer them a free educational workshop or free report…

  12. Offer a free workshop to your local library…

  13. Offer an adult education class at a high school or college… (They might even pay you.)

  14. Offer to be a guest on a local radio, or TV Show…

These are just a few ideas… What else can you think of? Be creative…

All of the above no & low cost leads generation ideas and much more are what we have in our specialized marketing and sales systems.

Most agents are making lead generation too complicated and spending much more time and money than they need to on leads and lead generation.

Yours In Success,
Jeremy Nason and Alex Villa
‘The 9 Out Of 10 Guys’

How To Be Successful Selling Mortgage Insurance!

Unfortunately most life insurance trainers, recruiters and managers today are still teaching their agents the ‘Old Fashioned’ approach to selling mortgage insurance. They still believe that selling mortgage insurance is nothing more than a numbers game. They believe that everyone who has just bought or refinanced a home needs mortgage insurance. So, if you send out enough sales letters to people with new mortgages, you’ll find enough people who say they want mortgage insurance and you will make all the mortgage insurance sales you need for a great living. Their approach is based on the principle of 10-3-1! If you call ten (10) new mortgage leads, you’ll set three (3) sales appointments, and you’ll close one (1) mortgage insurance sale. (Term Insurance – average sale of $600 in commissions)

The main problem with this ‘Outdated’ 10-3-1 logic is that if you want to earn a minimum net income of $50,000 per year you’ll need a minimum of thirty (30) new mortgage leads per week, to schedule nine (9) sales appointments, and close three (3) mortgage insurance sales per week. And, that doesn’t allow for any cancelled appointments, not-taken policies, declined applications, lapsed policies, etc.

There is a better, much EASIER and more cost-effective approach to Generating Mortgage Leads and Selling Mortgage Insurance!

The proven, time tested approach we take (in all of our systems and training) is making sure that agents are attracting, contacting and meeting with their ‘IDEAL’ mortgage insurance prospects! Instead of playing the numbers game, we want you to focus on identifying and attracting the mortgage insurance prospects that are in your local community. The people that you have the best chance of selling! Our strategy is based on 5-4-3! If you talk to five (5) of the ‘Right Prospects’, you’ll set four (4) appointments and close three (3) sales. (Cash Value Life Insurance – average sale of $2,000 in commissions) Read More

It Is All To Easy For Us To Blame Our Financial Problems On The Economy!

Last week we discussed how you can help families to live the ‘American Dream!’

Do you remember the stats from the recent CareerBuilder report (7/2017)?

  • 78% of full-time workers said they live paycheck to paycheck… up from 75% last year.
  • 71% all U.S. workers said they’re now in debt… up from 68% a year ago.
  • 56% said they are in over their heads with debt.
  • 56% save $100 or less each month.
  • About 18% of workers said they cut back on their 401k contributions or personal savings in the last year.
  • More than one-third don’t put any money away for retirement.

I think these stats are extremely scary. But, what is even more scary is that most people are blaming their problems on our struggling economy… lack of good paying jobs, rising costs of the essentials, etc.!

Most people are  unwilling to take responsibility for their financial situation.

“Man must cease attributing his problems to his environment,
and learn again to exercise his will – his personal responsibility.”

Albert Einstein

Here is a recent article that I found, that should help you put things into perspective for you and your clients.

Remember it all starts with you! Read More

Can You Help Families Live The ‘American Dream?’

The American Dream envisioned by our forefathers was that “all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that among these are Life, Liberty and the pursuit of Happiness.” Our forefathers wanted America to be a land of freedom and opportunity, with a limited central government that would protect the people and maintain a safe environment for each person to have the Freedom to pursue their idea of happiness!

The American Dream is the idea that with hard work, anyone can achieve prosperity and happiness regardless of who they are or where they come from.

Over the centuries the American Dream has changed many times and became to mean the acquisition of material things, which is leading to the downfall of our American society. Too many Americans are living beyond their means and drowning in debt, in order to create a lifestyle they are being told and want to believe will make them happy… spending a lot of money on new cars, a huge home, etc. Read More

3 Myths About Life Insurance That May Leave Your Family Unprotected!

3 Myths About Life Insurance That May Leave Your Family Unprotected!

When you’re just starting out, it often seems that a dollar never stretches far enough. And with new commitments, such as buying your first home or having children, comes the responsibility to make sure your loved ones will be provided for financially, no matter what life may bring.

If you were to die unexpectedly, life insurance is there to make sure your loved ones can maintain their standard of living, stay in your home, send your kids to the same schools and keep their plans for the future on track. It also gives the grieving spouse or partner time to make decisions, or in some cases find work outside the home, without worrying about finances.

But common misconceptions often prevent young families from purchasing the life insurance they need.

Myth 1: I only need life insurance if I’m the primary breadwinner in my family. Whether you bring home the largest paycheck in your household or a smaller one, your family relies on your income to maintain its quality of life, and it would be missed if something were to happen to you. Even if you don’t work outside of the home, having life insurance is a smart choice. Stay-at-home parents perform valuable services such as childcare, cooking, housecleaning and household management, which can be costly to replace for a surviving spouse or partner. Read More

Don’t Have The Time Or Money?

For Advisors Who Don’t Have The Time Or Money To Hire A Personal Coach Or Attend Live Training Events!

What’s the best way to learn new skills like questioning techniques, sales presentations, lead generation, etc.? Is it by spending days reading boring technical books or manuals? Or, perhaps is it by searching on the internet and sifting through thousands of articles – some outdated, or even just wrong? Of course not!

The best way to learn is by getting live training and listening to people who really know what they’re doing, have done it themselves, are dedicated, accomplished trainers and then by following and practicing their techniques and ideas!

The problems with hiring a coach or attending a live training event is they can be expensive, and you can’t take the trainers home with you.

Four Experts, who have contributed to the Insurance Marketing and Sales Resource Center


Our ‘Insurance Marketing and Sales Resource Center’ (Exclusive, Members Only Private Site) gives you that same learning opportunity – on demand, in your home, at a coffee shop, or wherever you learn best. And, without you spending a fortune. Whether you’re trying to improve your skills, or learn new ones altogether, our private site (with all the latest information, tools, and tips, plus videos and audios from some of the best producers and trainers in the industry) can be a great way to educate yourself. It’s the next best way for you to learn the skills you need, besides you actually spending the time and money to get live personal training and coaching.

One of the biggest benefits of the private site training is, that you can fit in the learning whenever you can find the time to do so. Agents and Advisors with hectic schedules do not have to sacrifice their ‘sales time’ in order to learn, since they can fit in learning whenever they have spare time. And, best of all you can visit the private site any time you want… 24 hours a day, 7 days a week!

Our private site starts off with the basics, and then moves through the steps at a pace you can control. Miss a key detail? Just re-read the article or pause or rewind the video or audio, and you’re right back on track.

The information, course and audios contained in the ‘Insurance Marketing and Sales Resource Center’ will help you learn the needed sales skills in a tiny fraction of the time it would take finding and reading many books, or searching the internet and sifting through thousands of online articles trying to find the information you need and want.


We Are Doing Everything We Can To Save You ‘TIME’ and ‘MONEY’!

We’ve made the ‘Insurance Marketing and Sales Resource Center’ affordable for everyone. It’s only $35.00 per month! (There is no long term commitment. You can cancel anytime.)

Plus, we made a ‘major update’ to the ‘Insurance Marketing and Sales Resource Center’ to make it easier to for you to find all the information you need to be successful. No more wasting time searching for the critical information you need.

And, we’ve added even more tips, tools, training, audios and videos from the ‘best of the very best’ in this industry.

We are doing everything we can, to guarantee you get off to a quick start and guarantee you have the long-term success you want and deserve. Accordingly, as a member of the Insurance Marketing and Sales Resource Center you’ll also have Complete Access (for the life of your membership) to…

  • Over 11 hours of latest videos from our ‘Trusted Adviser Success Training™’ Boot Camp! It’s the best core and advanced insurance marketing, branding and sales training on how to Attract and Set Appointments with your VERY BEST PROSPECTS. Plus, how to conduct a thorough Fact-find to get your prospects emotionally involved, so they want to take action right now. No more hearing; “I’ve got to think about it!”
    (Normally $499.00)
  • Our Advanced Fact-finding Videos & Audios. Over 10 hours of fact-finding and questioning training, from Lew’s boot camps, with simple concept presentations and sales presentations. How To Close ‘9 Out Of 10’ Sales Appointments is a new sales mindset that frees you from unnatural selling scripts. Instead, you’ll learn how to begin new conversations with prospects, naturally – no pitching, no persuading and no pushing. (Normally $265.00)
  • Six Training Videos and Audios with over 8 hours of practical strategies and sales presentations on how to get your ideal prospects to want to take action on your recommendations, to quickly improve your sales and income. Normally $39.95 each. (6 Training Videos and Audios @ $39.95 = $239.70)
  • All ten of our Fast Track Advisers’ Guides providing you with critical insurance marketing, prospecting and sales success strategies that most agents and advisors don’t know and may never find out! Normally $9.95 each.(10 Advisors Guides @ $9.95 = $99.50)
  • Our Dynamite’ Referred Lead System that will show you how to get your friends, clients and businesses to refer everyone they know to you.  (Normally $95.00)
  • 12 Months of  Client Newsletters for pre-retirees and seniors that will keep you constantly in front of your prospects, clients and friends. Normally $59.95 per month.
    (12 for pre-retirees @ $59.95 = $719.40 ) (12 for seniors @ $59.95 = $719.40)

Our ultimate goal is to help as many agents, advisors and planners as we can… to learn how to help more of their friends, family, prospects and clients to weather the current financial storm and the storms to come.

Click on the following link for more details…

Insurance Marketing and Sales Resource Center
30 Day. 100% Money Back Guarantee
No Long-term Commitment… You Can Cancel Any Time!

Yours In Success,
Jeremy Nason and Alex Villa
‘The 9 Out Of 10 Guys’

P.S. Listen: Over the years, you’re going to spend thousands of dollars in time, money and effort promoting your business. Why not learn how to do it the most cost effective, money-making way? Why not learn the marketing, prospecting, appointment setting and sales strategies that most of the leading agents, advisors and planners on the planet use? It just makes good sense.

“The common denominator of success — the secret of success of every man who has ever been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.”
Albert Gray

Don’t Invest One Cent Of Your Hard-Earned Money Until You Check Out This Guide…

Are you new to insurance sales? Or, maybe you’ve been selling insurance products and financial services for five, ten or more years. Have you been looking for marketing and sales systems and training programs to help you get started, or to take your sales to a six-figure income and well beyond? Have you been searching the Internet, looking in industry publications, talking to your manager, talking  to your associates, and asking successful agents… “What’s the Best Sales System Out There?” “Who Do They Recommend?”

Did you find there are hundreds of companies offering marketing and sales systems and/or sales training? Did you decide to contact a few of these companies? After reading their materials and/or listening to them, were you totally confused and uncertain whom to choose? Because, each one of these companies tells you that they are unique and the very best.

So, how do you make an intelligent decision?

I empathize with you. I have a similar problem. How do I prove to you, that we have one of the best sales systems and training programs in the financial services industry? It’s a difficult problem.

Like many of our competitors, we could make outrageous claims that appeal to the insecurity, fears and greedy human nature of most sales people… “Guaranteed Overnight Success!” “One Thousand New Prospects In Six Weeks!” “Get High Quality Prospects To Call You And Beg For An Appointment!” “Work From Home In Your Underwear!” or “Make A Million Dollars In Six Months, Working Part Time!” But, I hope you are too intelligent to fall for any of those… ‘In-Your-Face’ advertisements! The vast majority of the people that use these ‘In-Your-Face’ advertisements tend to be hucksters and scam artists! They know that most financial professionals are like most other people, in that they all want and are looking for instant gratification and immediate success.

The truth is that none of us can ‘absolutely’ guarantee that you will succeed using our programs.

There is no marketing, prospecting and sales program that will work for everyone, in every area of the country. There are just to many variables. We don’t know you, your talents, your financial situation, your weaknesses, your strengths, your education, your experience, or how hard you are willing to work! We don’t know the people who live in your area of the country. We don’t know their attitudes, likes, dislikes, or demographics! And, we don’t know whom you are competing against, the amount of negative publicity in your immediate area, how competitive your products are, or the overall demand for your products, and services in your area?

So, how do you select the best system and sales training organization for your situation and area?

You Must Do Your Homework!

Here are the major points we look for, before we’ll invest any of our time and money in any of the companies, systems, etc. that want us to do business with them. (modified to fit your situation)

  • Does the company give you their full contact information? Do they provide you with the name of the owner, key people, their company address, telephone numbers and an email contact form? If they don’t list all of this information, you must ask yourself why they don’t! Shouldn’t you be able to call them and actually talk to a real person to find out more about their program and support to see if it is right for you, your situation and area? If they don’t provide their names, how can you verify their credentials? What does this tell you about them?
  • Have these people ever actually sold any products or services in the financial services industry? Is what they offer just information they’ve learned from a book or they’ve used in some other sales situation? Do they have any actual experience selling intangible financial products and services?
  • How successful were they in personal sales? Are they just telling you they were successful, or do they have actual documented evidence? In the financial services industry, every company that I know gives out plaques, trophies and other physical awards to the top 10-20% of their producers.
  • How long were they in sales as a personal producer? There are many people who were successful for a year or two, but are now out of personal sales because what they were doing to get sales eventually backfired and stopped working. They made a good living for a year or two… but they were the typical pushy salesperson, didn’t tell the whole truth, tricked people into buying, or were just selling to friends and family. They were forced to leave personal sales because they had a high lapse rate, were unable to get referrals and find new prospects, etc. Are these the people that you want to help you, with your career?
  • Do these people have any actual experience training new and/or experienced sales people? And, for how long? Just because a system worked for them doesn’t mean they know how to train others on how to be successful using it! Or, that the system they used is transferable to others?
  • Do they work fulltime training agents and supporting their systems? Or, are they still working fulltime in personal sales? If they are working full time in sales, how much time will they be able to spend helping you? How hard will it be to contact them?
  • Do they have testimonials from satisfied customers? Unfortunately, it’s easy for people to fake written testimonials, if they do not give the agent’s full name, picture and state. Video testimonials are harder to fake. Do they have satisfied customers that you can call?
  • Do they have multiple endorsements from financial industry leaders and associations? In general, these endorsements are not easily obtained, because successful people and associations are not willing risk their reputation by endorsing something that doesn’t work! And, these endorsements are not easily faked, because it is very easy to verify if the endorsements are real! How many endorsements do they have? Do they just have one or two endorsements from their friends?
  • Do they offer a detailed list of what’s in their courses and systems? Why not? Is it primarily just a lead system, just a sales system, or a software system? For any system to really help you, it must provide detailed information about marketing, prospecting, appointment setting and sales? It can be the best lead system, sales idea, or software but if it doesn’t help you to consistently be in front of the “Right” prospects, then it’s almost worthless!
  • Are they upfront with the actual cost of the training and materials? Or do you have to call them to get the information? Why aren’t they willing to disclose the cost of their materials and training up front? Are they trying to force you into contacting one of their sales people? Are they just interested in getting all of your contact information, so they can inundate you with offers? Or get you to contract with them?
  • Do they offer personalized training and coaching? Or, is it all group training sessions? Will you get help tailored to your personal situation?
  • Do they offer a… 90 Day, No Questions Asked, 100% Money Back Guarantee? Fortunately for you, most of the lesser programs cannot afford to offer a ‘Money Back Guarantee!’ Or, they require you go through a time consuming process to qualify for a partial refund. This makes it a little easier to determine if they are a successful and reputable company.
  • Are they members (in good standing) of one or more consumer protection agencies, such the ‘Better Business Bureau’? Most of the companies, with lesser programs, are not members of any consumer protection companies, because they get too many complaints. It’s easy to check with consumer protection agencies to verify that they are members in good standing.
  • What’s their overall reputation? With today’s Internet it’s very easy to check out any company or individual! If they can’t be found on the Internet what does that tell you about their credibility, along with their marketing and sales ability?
  • Are they just recruiters in disguise? Unfortunately, the vast majority of recruiters will do or say whatever they believe will get you to sign up with them. They’ll offer you… ‘Free Leads’, ‘Free Systems’ and ‘Free Training’ just to get you to contract with them. We suggest that, before you contract with them, ask to talk to their five newest agents. (Agents contracted within the last 6 months) If they can’t or won’t do that, then what does that tell you about them?

If you want to find the best systems and sales training for your particular situation, then you must take the time to do your homework. Do not fall prey to the ‘In-Your-Face advertising. By using all the 15 points outlined above you will give yourself a much better opportunity of ‘Selecting The Best Systems and Sales Training’ for your situation.

However, don’t stop there! Always ask to speak to one of the key people in their organization! Not just one of their sales people! Ask them to help you to determine if their system and training is right for you!

Does this make sense? Would you have your best chance of success, if you found a company that meets all 15 points?

Yours In Success,
Jeremy Nason

Get More Life Insurance & Annuity Sales From The People You Meet!

Over the years there have been numerous surveys concerning the honesty and ethical conduct of business professionals. As you are probably well aware insurance salespeople and car salespeople are consistently ranked at the bottom of the list in these surveys.

However, you can change people’s perception in your world, if you’ll take a few minutes to learn the sales skills that will have your prospects thinking differently about you. You can quickly become the trusted advisor people want to see. And, you’ll be amazed how many more life insurance and annuity sales you will close!

But, only if you’ll follow these 11 sales success strategies:

  1. Get people to talk about themselves!
    During the first few minutes you are meeting with a prospect, whether it’s in an elevator, at your seminar, or during the initial fact-finding meeting resist the temptation to talk about yourself, your products or services. No one cares how great you are until they understand how great you think they are. Ask questions to get them to talk about themselves and what they really need and want. Resist the temptation to throw out any “sales pitches” about your product or service. At this point, what could you possibly talk about? You have no idea how or if you can help them!
  2. Telling is not selling!
    If you tell the prospect something, they may or may not believe you. Remember, in their eyes you are just another salesperson trying to make a sale. If you want to sell most of the people you meet with, then you have to get your prospects to “tell themselves” what’s important to them and their family. To do this, you need to get fascinated with your prospect; you need to ask questions with no hidden agenda or ulterior motives.
  3. Pretend you’re on a first date with your prospect.
    Get curious about your prospect. Ask about their dreams, concerns and problems. The more you get them to talk about their dreams, concerns and problems the more important they become to them, and the more they’ll want to find a solution. Then ask… What products and services are they already using? How did they happen to choose that product or service? Are they happy? Is it too expensive, not reliable enough? Find out what they really want. If not from you, then perhaps from someone you could recommend.
  4. Speak to your prospects as you would speak to your family or friends.
    This isn’t the time for you to switch into the “sales mode” with heavy-handed persuasion techniques. Speak normally, like you do when you’re around your friends and loved ones. Keep it simple. Don’t try to impress people. And, don’t use technical jargon. “If you speak at sixth grade level, then even the college professors will understand you!”
  5. Pay close attention to what your prospect is and isn’t saying.
    Most salespeople are so concerned about what they’re going to say next that they forget that there’s another human being involved in the conversation.
  6. If you’re asked a question, answer it briefly and then move on.
    This isn’t about you or your knowledge; it’s about whether you’re right for them.
  7. Find out what they need and want first.
    Only after you’ve correctly assessed the needs and wants of your prospect do you mention anything about what you’re offering.
  8. Keep it simple.
    Don’t try to impress people. And, don’t use technical jargon. “If you speak at sixth grade level, then even the college professors will understand you!”
  9. Refrain from delivering the three-hour product seminar.
    Don’t ramble on and on about features and benefits that have no bearing on anything your prospect has told you. Pick a handful of benefits you think could help with your prospect’s particular situation and tell him/her about them. And if possible, reiterate the benefits in their own words, not yours.
  10. Ask the prospect if there are any barriers to them taking the next logical step?
    After having gone through the first eight steps, you should have a good understanding of your prospects needs and wants in relation to your product or service. Knowing this, and having established a mutual feeling of trust and rapport, you are now ready to bridge the gap between your prospect’s needs and wants… and what you’re offering. You’re now ready to…
  11. Invite your prospect to take some kind of action.
    If you learn and use the previous ten ‘Sales Success Strategies’ you’ll obliterate the need for any of “101 closing techniques” you’ve learned, because the ball is now placed on the prospect’s court. Using a “closing technique” keeps the ball in your court and put’s the focus on you, the salesperson. You don’t want the focus to be on you. You don’t want the prospect to be reminded that he or she is dealing with a “salesperson.” You’re not a “salesperson,” you’re a financial advisor helping them to solve their problems by offering a particular product or service.

If you want more people to buy more life insurance and annuities from you, then you must get them emotionally involved! People buy for many reasons, but they all boil down to avoiding pain or gaining pleasure, which are emotions. To get people emotionally involved, you must ask open ended questions so they will see and understand the dreams, concerns and problems they have. The more emotionally involved people are in the sales process, the more likely they are to take action.

Yours In Success,
Jeremy Nason