On the assumption that your prospecting is about something other than lowering the cost of health insurance or Affordable Care Act compliance, the quality of your appointments should be very high making closing the sales somewhat easier.
Now that you have an appointment, the next challenge is setting yourself up to win. In todays marketplace the sale is actually won or lost by the end of the first sales appointment. To be more precise, even before you show up for the first appointment the prospect has made a preliminary decision about you. The question is this: Are you taking steps to influence that decision, or do you still think that you will win the sale when you actually present?
