Further reading and tools (recommended)

If you truly believe your product or service solves a problem for the prospect, then failing to close them is doing them a disservice. By not helping them make a decision, you are leaving them with their problem unsolved.

One of the most dangerous traps in closing is solving a problem that isn't the deal-breaker. Dr. Naidu emphasizes "Isolating the Objection." You must pin the client down to the single issue preventing the close.