This Technique Gets You to 'Yes' Faster, Without Sales Pressure

Summary: An advanced, multiple-choice closing technique touted by Harvard-trained negotiation and mediation specialist Raphael Lapin — who uses it himself — gets to “yes” faster and boosts  satisfaction at the same time. For financial advisors, it can help curb the widespread, off-putting penchant for applying sales pressure, Lapin tells ThinkAdvisor in an interview.