Near the end of a sales interview where you have fully covered all the bases, a customer will often ask you, ?You told me all the good things ? now tell me what’s wrong with it??

Many planners are uncomfortable with this question, but in reality it indicates your customer is close to buying ? and you’d better be prepared with a reasonable answer.

Never say, ?There is nothing wrong with it.?

If you are presenting life insurance, you might say this: ?You have to pass a physical exam to get the policy.  When would be a good time to schedule that?? You’ll next be talking about the physical, and ?What’s wrong with it?? is long gone.

If you are presenting a new investment idea or strategy, you might say something like this, ?You have to qualify financially to take advantage of it. Let me get some information about that.?  You’ll next be talking about the financial qualifications, and ?What’s wrong with it?? disappears.