Try This: Get the prospect's objections, comments, and questions out on the table by asking a series of confirming questions, such as:

• "Have I made myself clear?"
• "Does this plan do what you want it to do?"
• "Wouldn't you rather meet that goal with discounted dollars?"
• "That will solve the concern you expressed earlier, won't it?"
• "Doesn't this seem to be the best alternative?"

This gets the prospect accustomed to saying "yes." More importantly, asking confirming questions creates a series of agreements on minor points. Thus, the close is not a major commitment, but just a natural part of the decision-making process, which you and your prospect have been working through.