When silence hits, objections rise, and momentum stalls… this simple shift in language can resurrect the sale and close the deal.
If you’ve been in sales long enough, you know this moment:
The prospect was interested. You answered their questions. The finish line was in sight.
And then—
Dead air.
They pull back.
They hesitate.
They say, “Let me think about it.”
And your gut tells you the deal is slipping away.
But here’s the truth—most deals aren’t lost because of price, competition, or timing.
They’re lost because the salesperson didn’t know how to reignite commitment in the final moments.
Let me give you the sentence that has saved me and thousands of my clients millions of dollars in lost opportunities.
The Power Sentence That Changes Everything
Here it is:
“Let’s do this—what would have to happen right now for you to feel 100% confident moving forward?”
That sentence isn’t magic. It’s strategy.
It does three powerful things:
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It takes pressure off by suggesting collaboration, not persuasion.
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It invites clarity, turning vague hesitation into clear feedback.
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It keeps the conversation alive, giving you one more chance to serve, support, and close.
I’ve taught this to CEOs, sales pros, entrepreneurs, and closers in every industry—from real estate to insurance, from retail to tech. The results are the same:
Deals that were dead in the water get revived.
Why It Works: You’re Not Selling, You’re Leading
Sales isn’t about manipulation—it’s about leadership.
When a prospect hesitates, it’s rarely because they don’t want what you’re offering.
It’s because they don’t want to make a mistake.
They’re scared of choosing wrong.
They’re scared of buyer’s remorse.
They’re scared of being sold.
And that’s where you step in as a trusted advisor, not a slick closer.
The sentence—“What would have to happen right now…”—invites a collaborative solution.
You’re not pushing. You’re pulling them into clarity.
Examples in Action
Let’s say you sell high-ticket coaching.
Your prospect loves your program, but says they “need to sleep on it.”
You say:
“Totally understand. But let’s do this—what would have to happen right now for you to feel 100% confident moving forward?”
They respond: “I guess I just need to know you’ll really be available to help when I get stuck.”
Boom. Now you can solve the real objection.
Or let’s say you’re in real estate. They’re excited about the property but “want to look around.”
You ask:
“What would need to happen right now for you to feel 100% confident making an offer today?”
They might say: “Honestly, I just don’t know if we’re rushing things.”
Now you know where the fear is—and can speak directly to it.
You’re One Sentence Away
Most salespeople talk too much and listen too little.
But great closers?
They ask the right question at the right time.
That’s what this sentence does.
It turns confusion into clarity.
Objection into opportunity.
And hesitation into a handshake.
So next time a deal is dying—don’t push.
Ask.
Because that one sentence might be all it takes to turn your next “no” into a confident, committed “yes.”