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... deafening. It's surprising how loud a few seconds of quiet can be before someone caves in and has to speak. He who speaks first loses, ' goes the saying. Consider it another tool in your briefcase. A pause can also be used to test the water - a trial close. Say something like What we usually do is send someone out to visit with you and discuss your current policies, ' and then pause. If they don't respond, assume they think it's a good idea, then say, Boy, ... can be deafening. It's surprising how loud a few seconds of quiet can be before someone caves in and has to speak. He who speaks first loses, ' goes the saying. Consider it another tool in your briefcase. A pause can also be used to test the water - a trial close. Say something like What we usually do is send someone out to visit with you and discuss your current policies, ' and then pause. If they don't respond, assume they think it's a good idea, then say, ... to buy' (make an appointment), shut up and set the date and time. If you're talking with the decision maker, keep your conversation down to two or three minutes. Do what needs to be done, then go on. They'll appreciate your professionalism. DID YOU MAKE A NOTE OF OUR APPOINTMENT? When you set an appointment, you don't want to be stood up. Here's something you can do to help ensure that they keep the appointment. The conversation can go something like this: So Tuesday will ...

...s and systems for collecting storm water and wastewater. Flow-through process tanks. ... limits of the Insurer's or Group's liability; if the amount of coverage is di...