5. Sales experts know that less talk tops all closing rules. You already instilled the urge, now close the gap. You kill the bloodline to your entire presentation by asking the wrong question. Asking what your client thinks is one of these?" Instead slowly say, "Does this plan provide the protection you need, or if you can't afford it, I can show you the limited benefit plan? Wait until you get an answer, and this means sometimes a few minutes. Practice with a variety of cosing questions, until you find a couple that work smoothly for you.

Explore the office sales chart, watching how consistently you are giving yourself a raise graduating to the major leagues. It may be time to set a higher goal. There is no harm in striving to become the world's greatest salesperson If feel you are falling short, remember success is a journey never a destination. The journey becomes very rewarding.

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