Closer: "I absolutely understand. Mr. Prospect, most people who say they need to 'think it over' usually have one specific question still bugging them in the back of their mind. If I could guess, is it the price, the implementation timeline, or the fear that your team won't adopt it?"
If they hesitate at the very end, step back with humility: the art of closing any deal pdf
"John, just to make sure I haven't missed anything. You came to me because your lead flow is down 40%. You need a system that generates 50 qualified leads a week, and you need it operational by Q3. Is that still accurate?" Closer: "I absolutely understand
Used when a buyer is indecisive. You help them list pros and cons. Closer: "I absolutely understand. Mr. Prospect