When a client declines to purchase from him, he will go out - one last time - to meet with the client. He has a series of "Declination of Coverage" forms for various product lines pre-written. He wants the client to sign off that he declined his coverage.
As he pulls out the form he discusses with the client the reasons that he thinks it is a mistake to not secure the coverage, he sets the form out in front of the client and pulls out his own pen and sets it off to the side - as he gives one last ditch effort to secure the sale. The sheer act of having that writing instrument sit on the table is the power move here, "I want him to physically have to pick up that pen. I want him to think that pen is 2,000 pounds".
Guess what? Not all the time, but very often, the client does pause. The client reconsiders. A sale is saved. Think about it. If he saves but one sale out of ten, isn't it worth it? Isn't it worth it to the client's family?
Little things can mean so much in a sale. It might be worth trying...don't cost nuthin'.
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