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Debbie, glad you came to the community :). When they say they want to wait, the first thing is to say is "I certainly understand you may want to wait, what are you waiting for?"
They will inevitably say something like "prices falling..blah..blah, and I want it to wait for the bottom"
Then say "I understand, so what sign or condition will you notice that will tell you it's the bottom?"
They probably won't have answer for that one bcause no one really knows. Wait for them to struggle to answer. Once they struggle for a bit, empower them :)
"Would you like to offer less than list price so you can get that discount you were looking for?"
It's usually a fear based on price so that works. I hope that helps.