Andy Elliot Objections Practice Test

The main idea here is to preserve momentum by framing progress as nearly complete. When a customer says it’s getting late and they’ll come back tomorrow, the best move is to project confidence that the deal is almost finished and that the remaining steps can be completed quickly. Saying the deal is 99% done and the last 1% can be finished quickly communicates that we know exactly what’s left and can wrap it up now, which reduces hesitation and keeps the customer in the decision mindset.

This approach builds trust and control, showing the customer there’s a clear path to closing without a long delay. It’s more effective than suggesting a follow-up (which postpones the decision), or proposing re-evaluation or simply walking away, which both waste the moment and lower urgency.