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Many selling techniques, traditionally taught and typically employed, tend to be somewhat manipulative. They are designed to get the prospect to do something he or she isn't already inclined to do. Some techniques back the prospect into a corner. Others are more subtle. The end result, however, is usually the same: The salesperson pushes; the prospect pushes back. The sales person requests action; the prospect responds with objections or stalls. The salesperson explains the pros; the prospect lists the cons. It's a "tug o' war" until someone gives in or walks away.

Developing a selling opportunity should be a process that leads to a logical conclusion - a yes or no buying decision. While the salesperson's objective is surely to obtain a yes, reality reveals that sometimes it will be a no. It is counterproductive to try to compel a prospect to say yes when his or her decision is no.

At the beginning of the development process, establish an agreement with the prospect that the ultimate objective is to reach a yes or no buying decision - yes would be nice, but no is also OK. You will eliminate both the need for closing techniques and the need to deal with the " I need to think it over" stall.