The Science of Closing: How to Nudge a Sleeping Dog Without Getting Bit
INTRODUCTION
So much has been written about closing, it almost stimulates a yawn just thinking about the topic. You’ve read all the books from sales gurus positing that “it’s not about closing anymore it’s about “opening” to “there’s no such thing as a close but a natural consequence of the dialogue”. What remains however is a lack of commitment across the entire distribution value chain. It just may be that the mutual fund and annuity industry is in the waning hours of its relationship selling push over the last few years.
The Science of Closing: How to Nudge a Sleeping Dog Without Getting Bit