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.
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.
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