another great post, however I will take issue with your comment "assuming the seminar (product) is a good one."

You can't assume that just because the product is a good one that the customer will actually want it., and therefore the problem must be with the persuasion scenario.

It could simply be that the customer just doesn't want the product.

Business history is full of great products that the people didn't want. Nor did they fail because of poor marketing.

You only have to look at Apple's history to see great products that the customer rejected. The Newton, the Cube,.

And webinars themselves are a perfect example of a lousy product that companies are trying to force on customers.

Before you even get to persuasion you have to figure out: "Does the customer even want this product, regardless of how great we think it is?"