What tactics did the salesman use to convince Doris to provide her financial information?

Cantor the salesman,

1. probed Doris to know the state of her finances in a casual manner,

2. created fear in her by telling her of the possibility of dealing with the IRS and later,

3. went upfront in asking her about her card details.

Explanation:

In episode 680, of Anatomy of a scam, we learn about skills employed by salesmen to elicit delicate information from their prospects. Cantor, a seasoned salesman employs this tactics in his phone conversation with Doris. To know the state of her finances, Cantor probed Doris for delicate information like the amount of savings she had and the mortgage she owes. Because he was relaxed in asking these questions. Doris was more  wiling to open up.

In trying to get her to pay the membership fee, he presented a likely problem which he explained joining the business would help her solve. When he wanted to extract the details from her debit card for payment, he went upfront in requesting them.  

answer; proximity;