The "Wallflowers" are timid, sensitive and quiet. Perhaps they are one of the most difficult types to deal with because they don't say anything. At first glance they might appear to be fair game for any kind of sale assuming you get to see them at all. The typical reaction of most aggressive sales representatives is to feel that they can easily dominate this type of personality. Don't you believe it! Their defense mechanisms include over-cautiousness, indecision and total lack of participation if allowed. This type tends to be listless and unaggressive, they prefer others to make decisions for them and respond favorably to a positive, confident and enthusiastic sales representative. Don't confuse enthusiasm with high pressure, since this type will react to a "snow job" or pressure of any type as an insult. The factual straightforward presentation of Life Insurance Needs Analysis, You and Your Future or You and Your Business is an ideal way to inspire confidence in your integrity.

· Questioning techniques, like those used in Professional Sales Development, serve to break their silence and draw them out through participation in the plan design.

· Praise their ability to think things through carefully. Reassure them and encourage them.

That's a very interesting observation ___________! You're absolutely right and I think you will see how we cover this in the next step.

· Avoid arguments at all cost. If they work up the courage to challenge you on a point, suggest that perhaps the information is in error not the prospect. Use third party statements.

___________ it would seem that if the information you gave me here in regard to the amount of surplus you have available for investments is correct, there should be no problem.

or