Michael Bloomberg shares some excellent advice:
Always ask for the order, and second, when the customer says yes, stop talking. I have watched more people make great presentations, whether they’re trying to sell to their family or in business or in government, and never get to the point of what they’re trying to get out of it. And too many times when the customer says yes, the person who got that answer just doesn’t stop talking.
His second point seems almost counter-intuitive, but I’ve seen any number of people talk themselves out of a deal. They get someone excited, whether its customer or a parent or a girlfriend, they get a “yes”, and then they keep talking. Only a few unhelpful sentences later, that “yes” turns into a “wait a minute, let me think this over.”
When you get to yes, just shut up.