Do your prospects have photos on the walls and pics of their kids on their desk? Awards or plaques? If you want to close, you have to hit the hot buttons. When you have a meeting in their environment (office) you can use those hot buttons to close the deal. Example: Lets say you sell life insurance. Now you know that you can use something along the lines of, “Have you considered what would happen to your wife and kids if you died?” or as my good buddy Frank always says…. “What happens if you live too long? Are you prepared?” That’s powerful. Happy prospecting!
