As you move towards your close, try using Dan Sullivan's infamous question.

“If we were meeting three years from today—and you were to look back over those three years to today—what has to have happened during that period, both personally and professionally, for you to feel happy about your progress?”

Then stop talking and listen.

And listen.

Wait for your prospect to break the uncomfortable silence which they will eventually do.

They will open up and share their biggest fears or hesitation with you.

When they stop talking say “tell me more” and listen.

They will go even deeper into their fear of moving forward with your offer. At this point they are putty in your hands and you can overcome their objections by alleviating their fears.

For more can't fail closing techniques visit these pages:

Becoming an Authority

About the author 

Ted Prodromou

Would you like me to help you?

I'm the #1 best-selling author of Ultimate Guide to LinkedIn for Business and Ultimate Guide to Twitter for Business. People call me America's Leading LinkedIn Coach.

I'm the founder of Search Marketing Simplified, LLC, a full service online marketing agency. The SMS team designs and implements advanced LinkedIn and social media lead-generation strategies for small to medium-sized businesses. SMS will set up and manage your marketing funnels using organic, social and paid traffic.

Did you know I've been working with the internet since 1991, long before Al Gore invented it?

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