This is one of the most powerful tactic adopt by most salesman whom sell high end products, pretending.

Always pretend you thought the customer is going to make payment to close the deal.

Once you engage in the conversation, pretend the customer is going to make payment or sign a contract. This will show the customer that you wanted to close the deal badly.

For some rich man, they would rather pay or sign the contract when you put them to into this situation. If they backup or rejected your closing, they will feel bad and feel that they are a loser and could not pay for it.

In this point of time we should smile at them and acknowledge his could not pay attitude to challenge his ego by telling him, its ok if I don’t close your deal.

This reverse phycology will trigger an impact for them to pay for whatever it takes.