The Final Objection

After gaining your client's trust, discovering their need, demonstrating your solution and discussing the options, then assume the sale. Often you will write-up the paperwork and deliver. However, often they will hesitate.

Remain silent. The power of the pause.

Once they respond with a "no" or "I don't know" or "I need to think about", smile and ask, "On a scale from 1-10, 1 being you wouldn't take this if I paid you and 10 being how fast can we wrap this up; Where would you say you're at?"

Ummm, probably a 7 or 8.

"Great! what would it take to get to a 10?"

Poof! The final objection appears. Like magic you will know the truth.

Is it an objection or a complaint? If a true objection then address, resolve, confirm and close.