When it comes to negotiations, sometimes, somewhere we fail! Effective sales professionals, persuaders and negotiators are good at using both the 'Push and Pull Style methods.' The new generation B school training seems to be full of bugs coz what you never learn there is 'Communicating & Negotiating skills'. The fluency comes with business environments, developing human relationships and most specifically - practical approach. For a short term result, the push style approach is best. The tele marketing is the best example as with limited time available or rathar selling an on-spot consumer item with relatively low cost. On the other hand, where the financial commitment is higher and the product or service is such that there needs to be a long term commitment between the buyer and the seller, the Pull Strategy is fine. The buyer makes own decision and is self enforcing. If a customer is convinced, the risk of losing the sale is lower. In selling an Insurance policy, that's how Personal Accident policies are easier to sell with a quick info and low premiums but for a Life - Wheww, its a lot convincing the customer and showing him to follow the right track - of coz that's 'Safeguarding, a security' for his life and earning hefty commissions too!