Prospects, say, according to many sales journals and studies conducted by behavioral psychologists, that most interactions with salespeople are horrible. Prospects tense up when salespeople come to their homes or offices because prospects feel their best interests are put in last place. When prospects feel this way, whether it be true or false, prospects take the position that prices/fees are too high and products offered are shoved their throats.
In other words, prospects are tense and have anxiety because salespeople display sales behavior that this is the first time they have met with prospects. Really! Even if the salesperson has 5-10 years in the industry, without having a sales system for closing, the prospect views salesperson’s skills as being new and untested. 
The prospect looks at the sales appointment as: “the salesperson wants to get my money in the easiest way possible.
The salesperson looks at the sales appointment as: “I want to get the prospect’s check based on my industry knowledge and I hope the prospect sees that I know my industry well. My knowledge is worth the prospect’s money.”
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