The classic late-stage stall. There is a real objection under it, and it walks out the door with them.
Almost never literal. There is a specific concern the customer does not want to say out loud — price, trade, payment, a partner, or plain nerves. Your job is to surface it without turning the room adversarial.
"When you say think about it — what part are you thinking about?" Non-confrontational, specific, and it works. Most customers will name the real thing when asked this way.
If they stay vague, give options: "Sometimes it is the price, sometimes the timing, sometimes something I did not cover." Naming the possibilities makes it easy to pick one instead of inventing an excuse.
"I would rather know now so I can actually help" reframes you from someone to escape into someone to use. Say it and then be quiet long enough for them to answer.
Manufacturing urgency. "This price is only good today" confirms every stereotype they walked in with, and it is usually not even true.
Every rep can recite the answer. Almost none of them can say it cleanly under pressure the first time a customer says it out loud — which is the only version that counts.
Take the drillSurface the real concern hiding behind the stall without sounding pushy.
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