There are mainly two ways you can do this.

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Sometimes your buyer will want additional clarification or assurances around the information you've provided, especially if multiple decision-makers or stakeholders are involved.

LinkedIn's Mexican sales landscape shows that 77% of buyers say they would consider a brand's products or services if the sales professional addressed their ideas. However, only 16% say this happens frequently.

So, listen carefully, provide thoughtful responses promptly, and ask probing questions when appropriate. This will:

Encourage your prospect to explain anything that isn't working for them.

It helps you quickly get to the root of your hesitation

Allows you to gather information to address your concerns effectively

You could, for example, say something like:

If I understand you correctly, it sounds like you are concerned about X. Is this correct?


You can then move forward with alleviating your prospect's concerns by reiterating how and why your product is right for their needs.

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4. Prepare to negotiate
Even if you've qualified your prospect well , sales negotiation is a key part of closing the deal.


Competitor's price or offers

Time of purchase or adjustment of the product

Commitment to change

There are often ways to reframe a new client's perspective if you address their concerns correctly. Learning and practicing how to overcome sales objections should be part of your ongoing sales training on how to close a sale.