To help your prospect make a decision, you must assume that he or she wants the solution you have recommended. You must build your closing strategy around that assumption. If you have managed the fact-finding, analysis and sales presentation steps of the selling cycle, this will be more than assumption. It will be fact! In an effective closing strategy, you should:

• Position life insurance, or other financial product solutions, as the most desirable way of meeting your prospect's needs and wants;
• Review the riders;
• Ask for questions;
• Ask for two opinions;
• Ask for minor decisions; and
• Ask your prospect to verify the application.

These strategies will be explained in the sections that follow.