How many times have you heard/read that sales trainers want you to ask a prospect "What would it take for you to..." (Say yes to my proposal, make this purchase, etc.)
I heard it and read it many times - again just today, in fact. 
And every time I hear it I think "Yuck." There's no way I could ever say that to a would-be client or customer.
To me it sounds tacky and pushy. Perhaps even aggressive. It also "Sounds like a salesman." By that I don't mean the kind of salesman you are, but the stereotypical clod who will do and say anything to make the sale. The kind no sane person trusts.
If I want time to make up my mind about something, I don't want someone putting me on the spot that way. When they try, they don't get the answer they want. I simply quit being interested because I feel like that pushiness indicates a desire to make me do something I'll regret later. They want me to hurry up before I have time to consider it completely. That's a big red flag for me.
BUT... That's not to say you shouldn't ask questions that might help your prospect make up his or her mind.
How about "So you think this house is perfect for you except for ...What?" After you have the answer to that question you could go on with more questions, such as "How important is that to you?" Then let them think about the answer. They just might decide that it isn't important enough to pass up all the other things about the house that they love.
Or perhaps "That could be changed and we could probably get an estimate on the cost. Would you want this house if the seller would reduce the price enough to cover it?" If they say no and state that they wouldn't want to go through the hassle, then you'd know you need to move on to another house.
The funny part is, you saying "Then we need to move on..." just might cause them to reconsider the importance of their initial objection.
Psychology is a funny thing, and since we're all individuals, we react in different ways. That's why psychology is a subject we all need to explore and study throughout our lives.
Image courtesy of Mister GC at FreeDigitalPhotos.net
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