I wasn't interested, I like index funds a lot so I told her why.
To my great surprise, she told me something along the lines :"You don't have tens of millions in the bank, and so index funds aren't suitable for you."
And then she proceeded to pitch me like this:
"Why wouldn't you have access to the best financial advisers in the business and blah blah?"
It got me thinking: did this girl actually believe what she says? We ended up arguing so the pitch clearly needed polish (either this or I'm argumentative), but would she be amenable to a different sales style pitching the same main idea?
In a one call close, it seems pretty useless knowledge, because I think if you let the prospect argue, the salesman has lost control of the call and it's an upside hill battle at best.
If that is true for sales, what about outside that context? Could we infer something from a businessman speaking at a community event? I did notice that most when they argue about something rarely pay heed to the other party. They argue whatever it is they believe and so tip a bit of their hand in the process.