These people can be one of the most frustrating types you will run into. Your presentation goes perfectly, their needs are clearly fixed with , and a reasonable Solution tailored to their own financial capabilities is proposed. Now something happens! They either attempt to avoid making a decision and put you off as long as possible, or they constantly change their decision. In both instances, however, their goal is the same. They are attempting to avoid making a decision because of a lack of self-confidence.

· Be enthusiastic, tolerant and flexible. Don't argue. Reassure and encourage them, but always bring them back to the key points of your presentation.

· You should project a confident and decisive attitude. They must feel that you have all the information that you need to propose the Solution to their needs.

· Give them a clear and precise Summary and point out the fact that your Solution is the only practical one and the time to act is now! The Summary page of the Life Insurance Needs Analysis Work Sheet leaves no room for indecisiveness. Don't give them alternatives and use assumed consent to close.

To complete your program and provide these benefits requires a premium of $______ ... When was the last time you saw a doctor?

· Be friendly but firm. These people need and want clear directions. Make several attempts to close before showing any alternate plans, otherwise you will probably close nothing at all.