The power of the pause
After asking for the sale, the key is to pause...and wait for the prospect to answer. The first person who talks loses.
Source: Sales consultant Genie Parker
Some sales professionals get caught up in the excitement of the sell and the possible thrill of victory and forget to listen. They may even talk themselves out of the sale by continuing with the sales pitch and possibly bringing up an issue the prospect may not have considered.
Resist this temptation and wait for the prospect to speak first. This will go a long way in increasing your close ratio.