Close Encounters
          
          
               Few prospects will sit up and say, "Sign me up." 
          More likely, you'll have to lead them into an
          agreement.  In sales lingo, you'll have to "close the
          sale."
               One technique is to assume that the prospect has
          agreed.  You've answered a question satisfactorily, and
          the prospect doesn't seem to want to ask anything else. 
          You might take out an application form, hand it to the
          prospect, and ask, "Do you need some help in filling it
          out?"  No matter how the prospect responds, he's on the
          way to an agreement.