Imagine you’re a personal trainer. Your client has told you they want to lose twenty pounds. You’ve done this with countless clients before and you know the perfect diet and workout regimen for you client.
Day 1: your client is towards the end of the workout and they’re sweating and breathing heavy and they tell you they can’t do anymore pushups. What do you do?
You ask your client, “Do you still want to lose twenty pounds?”
Your client says, “Yes!” In between breaths.
Then you say, “Okay, give me ten more push-ups.”
“I can’t,” they say.
“Yes, you can,” you snap back. “I’ll count them for you, 1 … 2 … 3 …”
Same with clients in a sales encounters.
Bob tells you he doesn’t have a budget for advertising.
You ask, “Bob, do you still want to get those 10 more clients per month?”
“Yes.”
“Awesome, let me know when you have your credit card and then we’ll get you started.”
If your client has trusted you with their needs/goals, and you legitimately believe your service/product can help them, you would be cheating them not to push them to sign up.