We're right at the finish line and then out of nowhere they raise a worry I thought we'd settled weeks ago. I fumble the answer, and I can't find a way to add urgency without sounding like a pushy salesperson, so I back off and the deal drifts. Some I close clean, but these last-minute wobbles still catch me out.
More people experience this than they realize.
You can close, but late objections and creating honest urgency still trip you up.
If this sounds familiar, the Library can help you find the bigger picture.