Ben Franklin Close
Walk the buyer through a written list of reasons for and against, weighted so the pros come out ahead.
Let's lay it out. What's on the yes side?
The Ben Franklin close puts a decision on paper as two columns, reasons to go ahead and reasons not to, then works through them with the buyer. It is named after Franklin’s own habit of listing pros and cons before a decision, described in a 1772 letter to Joseph Priestley, but the sales version is folklore built on that story rather than anything Franklin taught for selling.
To use it, draw the line down the page and help the buyer fill the “for” column with everything you have discussed, then let them fill the “against” column mostly on their own. You say something like “Let’s lay it out. What’s on the yes side?” The visible imbalance does the persuading.
It works best with an analytical buyer who is genuinely on the fence and wants to feel the choice is rational. It falls flat if it looks stage-managed, so the cons column has to hold real concerns, not straw men.