It is critical that you include benefits. The prospect is blatantly asking you for more information and for you to show them how your product or service will benefit them. This is the most critical step in overcoming objections. If you don't close on each and every objection raised by your prospect, they are not certain what they should be doing in the call. And when was the last time your prospect ever asked himself for the sale.
Many telebusiness reps are afraid to ask questions.
It is a call to action. Perhaps the most important fact to remember about closing is that you will probably have to do it more than once on each call.