Most of the time during a sales cycle, you will be trying to get the prospect to move forward and close for the next step in your sales process. But sometimes it makes sense to do the opposite of that and actually takeaway what you are trying to sell from the prospect.
This can be tricky to do, but when done correctly, it can have a powerful impact. It can help to create rapport and credibility with the prospect. It can help you to clean up your pipeline and improve deal movement.
Many sales people want to be a better closer. This will help you to immediately be a better closer.