I have been the "nice guy" and my business has lost some ground.
I've not gone for the close and then kept my mouth shut and put the pressure on the customer.
From now on I am going to go for the presumed close.
"Let's sign the papers now to get the process started."
We put our time and effort to do the leg work....let's not ask the potential customer to get back to us when they have ...... Selling is what we do and do it well...so let's go for the close and keep quiet. Then we work on overcoming any objections.
Hoping I have given you words that you needed to hear!