What if they say they don't know if it gets them closer or further?

Then there's no clarity on the goal or on how your offer fits. Go back: «what's the goal you want to achieve?» and «what happens if you stay as you are for another year?» Once they're clear on the goal and the cost of not changing, the «does this get you closer or further?» question will land better. Don't force the close if there's still no agreement on the outcome they're after.

Isn't «what are you waiting for?» too direct?

It depends on tone and rapport. If you say it calmly and after they've said yes, this gets them closer, it's the natural conclusion. If you drop it before they've bought the premise, it can sound pushy. Use it only once they've already answered that they believe this gets them closer to their goal.

Does it work in B2B with multiple decision-makers?

Yes. The five-years question and «closer or further from the goal?» can be about the team's or company's goal. «Do you think this gets the company closer to where you want to be than what you're doing today?» Adapt the «you» to «you all» or the decision-maker in front of you.

Closer or Further

10 March 2026

The «closer or further» close reduces the decision to one question: does this get you closer or further from your goal? First you project: if you keep doing what you're currently doing for five years, what does life look like? Then you anchor: if we keep making decisions that get us closer, we'll get there eventually; if we make decisions that get us further away, we'll never get there. Do you think this will get you closer than what you're currently doing? Then what are you waiting for? You close with the perfectionism reframe: we don't need to be snipers, we need to be directionally correct; do that long enough and we'll get there. And that helps with the fear of not being perfect: you don't believe in anything perfect, but you do believe in advancing towards your goals.

The script

«That's a fair point. Let me ask you a related question. If you keep doing what you're currently doing for five years, what does life look like? Do you think that making the decision is going to help you get closer or further from your goal? That's it.»

«Because if we keep making decisions that keep getting us closer, we will get there eventually. But if we make decisions that get us further away, we'll never get there. Do you think that this is going to get you closer to your goal than what you're currently doing? Then what are you waiting for?»

«We don't need to be snipers, we need to be directionally correct. We do that long enough, we'll get there. Does that make sense? That helps you too because we have this fear of perfectionism. Is everything going to be perfect? I hope so, but I don't believe in anything perfect in this life. But I do believe in advancing towards my goals. Does that make sense?»

Why it works

The five-years question makes the cost of not changing tangible. The «closer or further?» question is binary and easy to answer: most people will agree this gets them closer than staying the same. So «what are you waiting for?» isn't aggressive; it's the logical conclusion. The «directionally correct, not snipers» reframe removes the fear of being wrong: they don't have to get it perfect, they just have to choose something that moves them closer. That disarms the perfectionism that paralyses: you don't believe in perfect, you believe in advancing. The close is coherent from start to finish.

How to use it well

Use it when the client hesitates out of fear of being wrong or of «it not being the perfect moment». You can adapt the five-years frame (three years, ten) to context. If they say they don't think this gets them closer, then the objection is different (they don't see the value, they don't trust you) and that needs to be worked on first. «What are you waiting for?» should sound like an invitation, not a reproach; if the tone is complicit, it closes well. The perfectionism part fits especially with very analytical clients or those who postpone «until they have more information».

Next steps

If you want to work on this and other closes with your sales team, we can review your process in a no-obligation call. At Miranda's Consulting we support teams in the demo and closing phase.

Frequently asked questions

What if they say they don't know if it gets them closer or further?: Then there's no clarity on the goal or on how your offer fits. Go back: «what's the goal you want to achieve?» and «what happens if you stay as you are for another year?» Once they're clear on the goal and the cost of not changing, the «does this get you closer or further?» question will land better. Don't force the close if there's still no agreement on the outcome they're after.
Isn't «what are you waiting for?» too direct?: It depends on tone and rapport. If you say it calmly and after they've said yes, this gets them closer, it's the natural conclusion. If you drop it before they've bought the premise, it can sound pushy. Use it only once they've already answered that they believe this gets them closer to their goal.
Does it work in B2B with multiple decision-makers?: Yes. The five-years question and «closer or further from the goal?» can be about the team's or company's goal. «Do you think this gets the company closer to where you want to be than what you're doing today?» Adapt the «you» to «you all» or the decision-maker in front of you.