I find that when you isolate the exact problem that’s preventing you from moving forward with your prospect, there are few excuses they can really rely on. As a very specific isolation example, if a prospect has an issue with your price point, the following responses are helpful. “Just so I understand, are you saying that price is the only thing that is preventing us from moving forward?” If the answer is no, it give you a chance to see what other problems there are. If the answer is yes, I would follow up with “So does that mean that if the price was more flexible for us both, we will be working together?”