When I start an interview, I always have an agenda. But I have found that if I stop at a point early in the interview and say to the prospect: "Look, I have an agenda, but I thought it might be more productive before we get started if you would give me your agenda for this meeting. What do you hope to get from the meeting?"
The prospect then begins talking. He becomes relaxed and opens up. Before you know it, he has laid out the interview for you, telling you exactly what he wants to be sold. This is a sure shortcut to the close.
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Richard Brunsman, CLU, ChFC, is with Union Central Life in Cincinnati. Contact him at 513-621-7907 or Richard@one.net.