Notice that the question I ask doesn't put the prospect on the defensive, because I'm not accusing him of doing anything that would make him wrong. I'm not offending him by pointing my finger and playing the blame game. Avoid these and similar accusations:

• ''Every time we plan to meet, you keep rescheduling with me.''
• ''You told me that you were going to call me, but you never did.''
• ''You said we would be able to get together for a few minutes.''
• ''I told you I was going to call you on Friday at 2 p.m., and when I did you weren't there.''

Instead, make the dialogue about you. Beginning a statement with, ''I'm sensing'' acknowledges how you are feeling. Then, ask the prospect for help in determining whether your feeling is, in fact, valid. This approach gives him the space and permission he may need to share his true objections without feeling pressured.

Of course, there are those occasions when the prospect is telling you the truth and those when he simply isn't interested in speaking with you further. That's why it's critical to tap into your intuition and to trust your instincts in order to determine how deep you want to dig to uncover the truth about what is stalling your next sale.