A good sales person is usually a good listener.Listen to what your client need and concern.Your client will be more interested in buying and listening to the things they wana buy ,not what you selling.
Agreeing on most if not all your client concern. By doing this,you could create a more comfortable environment to your client.Since you are agreeing at all their concern and comment,your client will feel that you are at their side,and willing to help them.
By listening effectively and creating a comfortable environment,im sure that are able to know what is the real concern about your client(if he do not wana buy your session).Now is your time to overcome your client.
This is the last step of the 4 steps process.If you successfully closed a sales,CONGRATE!!!!!