Ahmed ElShatif Sells Life and Disability Insurance to Members of a Large

Multiple Choice

Ahmed ElShatif sells life and disability insurance to members of a large union in the Willamette Valley region. His company is the only approved insurance vendor for the union. Although he is not competing against other insurance agents, his prospects are not required to buy any insurance coverage at all. He spends an average of 20 minutes with each prospect, learning about their needs and explaining the various insurance products, and choosing the right combination for each prospect.
-When attempting to close a sale,Ahmed should most likely do all of the following EXCEPT:

A) focus on a single point of greatest interest
B) recognize verbal and nonverbal closing clues
C) keep the prospect involved in the presentation
D) accommodate the buyer's communication style
E) reveal additional service and transaction fees