"You're close to making the sale, but I have to talk with some other people," said Mary, watching for the reaction from Tim.
"That's good to hear," responded Tim with a sigh of relief.
"What you are proposing looks good, but I'm not sure of where our budget will be this year."
"Does that mean there is a chance of doing business?" Keep it positive, thought Tim, positive.
"Considering all of the proposals that we have seen so far, yours certainly has top consideration." Mary figured that if she kept up this barrage of meaningless phrases, Tim would eventually leave feeling just like the last six salespeople - with positive feelings and absolutely no commitment on her part at all.
"Is there anything else, Mary, that I could do to help you make a decision?"
"Tim, let me be honest with you," responded Mary, "If I have my say, then there is a good chance that we could do business."
"My company would certainly work to meet your needs," responded Tim.
"It appears that every opportunity is open to you. I don't think you have to worry about where we will go with this. You have our top consideration."
"I can't tell you what this means to me. I look forward to hearing from you."