Getting stuck in your pitch can give the prospect the upper hand, these one liners, admittedly a bit cheesy, can buy you extra time:

• ‘You need to get on board with this, by the time the smokes cleared the trains left the station, take my professional advice and……’. If they say ‘NO’ say-’ What aren’t you seeing through the smoke?’
• ‘Bill Gates said that “Fear loses its potency when the unknown suddenly becomes familiar” lets spend a couple of minutes together familiarising yourself with the product/market/service, what questions do you have for me?
• ‘I understand and I’m pleased you need time to think this over. Time is after all the greatest teacher, unfortunatley it kills all its students (Ha Ha) and since you don’t want to miss out on this one while I’m here please tell me which areas are you still unsure about?’

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