Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region.His company is the only approved insurance vendor for the union,so he is not competing against other insurance agents,but his prospects are not required to buy any insurance coverage at all.He spends an average of 20 minutes with each prospect,learning about their needs and explaining the various insurance products,and choosing the right combination for each prospect.
-Ahmed knows the insurance he sells is a good value and that it is important for his clients to ensure their security in case of disability and for their families when they die.Since he is so confident about his product and how well it fulfills his clients' needs,he is most likely to use which type of close?
A)assumptive
B)direct appeal
C)trial
D)special options

Question

Quizplus · Accepted Answer

Ahmed is confident about his product and believes it fulfills his clients' needs, so he is most likely to use an assumptive close. This type of close assumes the sale and doesn't ask the prospect whether they want to buy or not, but rather focuses on the details of the sale, such as payment options, delivery, and paperwork. Ahmed's confidence in his product could help him close the sale more easily using this technique.

Ahmed ElShatif Sells Life and Disability Insurance to Members of a Large