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Read time: 2 mins
Ever get to the end of a sales conversation… and you’re not sure what to say next?
You’ve explained your offer, they’ve nodded along, maybe even said it sounds great.
But now the conversation’s drifting.
There’s no clear next step.
You feel the pressure to do something, but you're not sure what to say to get them to say yes.
So you ramble.
Or go quiet.
Or just say, “Well, let me know…”
And then? Crickets.
We’ve all been there.
The fix isn’t a slick closing line or a pushy pitch.
It’s knowing the right questions to ask, at the right time, to move the conversation forward confidently.
Here are three that we’ve seen work over and over again:
3 QUESTIONS TO UNCOVER HESITATIONS AND GET TO A CLEAR YES OR NO
1. “What would you need to feel 100% confident moving forward?”
This question is magic.
It invites honesty.
It tells the client you care about their experience.
And it often surfaces something they were too polite (or unsure) to mention earlier.
They might say:
- “I just don’t know if now is the right time.”
- “I’m not totally clear on how the process works.”
- “I need to run it past my business partner.”
Now you’ve got something specific you can work with, whether that’s booking a second call, sharing a simple timeline, or giving them a way to explain the value to someone else.
2. “What’s the biggest risk you see in working with us?”
This one takes guts, but it’s gold.
By inviting someone to share their concern directly, you build trust and give yourself a chance to respond honestly.
You might hear:
- “Honestly, I’ve worked with someone before who overpromised and didn’t deliver.”
- “I’m nervous about investing and not seeing a return.”
Even if the answer stings a little, it puts the cards on the table, and that’s where real conversations happen.
Bonus: if they say “Nothing really,” then you’ve just strengthened their commitment without doing a thing.
3. “Can I ask — what else are you considering?”
This is a smart, respectful way to understand where you stand.
You’re not being nosy, you’re being curious.
It also signals that you’re confident enough to acknowledge competition.
Once you understand what else they’re looking at, you can highlight what makes your offer unique, and make sure you’re speaking to the right priorities.
Bottom line:
Sales conversations don’t need to feel awkward or hard to close.
You just need a few go-to questions that help you guide the conversation and uncover what your lead really needs to feel confident.
Because when you handle hesitations with care, you don’t just increase conversions, you build trust.
And, if you want help making your sales conversations more effective and less awkward, we’d love to help.
Speak soon,
Lynne and Steve
TLDR:
- Getting to the end of a sales conversation and not knowing what to say next is super common—and awkward.
- Great salespeople aren’t pushy. They’re curious. They ask smart questions to uncover concerns and build trust.
- Three go-to questions we love:
- “What would you need to feel confident moving forward?”
- "What's the biggest risk you see in working with us?"
- “What else are you considering?”
- These questions turn vague “maybes” into honest, helpful conversations... and better outcomes for everyone.
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