The Take Away Sales Strategy

When I sold life insurance, plenty of people said no. I got real smart after a while.
I had it all typed out, and I had a little sheet of white paper. I had the person's name there. "I, so and so, realized that Deborah Morrison has proposed that I have" and I had a blank there because I didn't know what amount of insurance was needed.
"I'm choosing not to buy it at this time and I had the date filled in and I had them sign."
So I said, fine, Bill. It’s a free country. It's fine. But, you know, because my manager really wants to know, you know, that I propose this, you've decided against it. So if you'd just sign here, I'll take it back to my manager and everything will be fine.
Well, the people look at this thing. I think, like, maybe one person signed it in all the time. They're like, okay, I'll buy it.
You know?
Because they hadn't thought about the consequence of them not buying.
Wait a minute.
You told me that if you died yesterday and you're making fifty thousand dollars a year, you wanted to buy your family four years of recovery time.

So if I'm hearing you right, what you basically just said was no matter what your business is, no matter what you're selling, if you have somebody that's on the fence, you need to be able to tell them the consequences of not using your service or product so that they're really thinking about whether they need it or not.
That's a genius.