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Agents and advisors have a fantasy: While you are presenting your proposal the prospect says, "Stop talking. You've convinced me! Where do I sign?" But life doesn't work that way. This is another example of how selling is part art, part science. Experienced agents know when it's time to stop presenting and start closing. How can you tell?

After surveying and interviewing successful agents and advisors, one of five things might happen in the exchange with the prospect.

1. Interaction. The prospect isn't sitting like a student at a college lecture. They are engaging with you. You can tell they are following along. They are eager. They might even say positive things like "Got it." or "I like that." There's a back and forth. You know they are absorbing your presentation and following your line of thought.

Approach: "Well, it looks like we may have found a solution to your problem."

2. Body language. This concept has been around since at least the 1970s. It's also referred to as non-verbal cues. Here's a couple you might have heard before. If they sit back in their chair, possibly rocking on the back legs, they are saying: "You haven't convinced me yet." If they are leaning forward, they are literally hanging on your every word. If they have their arms crossed over their chest, it's a defensive posture. They are communicating negativity or resistance. This category includes their tone of voice. Imagine how someone would say: "I'm not so sure about that…"

Approach: They may be objecting to something. "I'm sensing you have some questions…"

3. Providing statements. When you meet with your accountant, you aren't turning up for a chat – you need to get something done. You have prepared everything they need to proceed. It takes work for the lay person to pull together statements or print them off. You might have supplied a financial planning questionnaire ahead of time. They might even say: "I have everything you need right here…"

Approach: You will still need to be presenting, because they just arrived! On the other hand, you may have gathered this data ahead of time. "Based on the information you have provided, I think you can see how doing (this) goes a long way to achieving (that.)"

4. Asking directly. It's the concept of the trial close. During your presentation you are asking "Does this make sense to you?" and "Are you OK with that?" You are using the logic that a string of yes answers is rarely followed by a no answer. Put another way, they've gotten comfortable with answering Yes when you ask a question.

Approach: "What do you think? Can we proceed with the plan?"

5. Asking questions as if they are already a client. This is the most desirable of all these outcomes. They have "sold themselves!" They say things like: "I'll get $ 3,000 a year in income? I like that." or "What if I don't need the money that year? What can we do with it?"

Approach: "It sounds like you are ready to proceed. Here's what happens next. I've prepared these papers…"

Agents and advisors need to sense when it's time to stop talking. In this case, stop presenting and start closing.

Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, "Captivating the Wealthy Investor" can be found on Amazon.

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