Her mental decision to take action with this client made the sale. The next step is to keep asking. He will continue to ask until he gets a yes. Make sure to get a few yeses through trial closes along the way. Trial closes are the little yeses of agreement to the little things.
Trial closes build momentum.
Momentum is crucial in any sales process. Most buyers and sellers would not jump in front of a train. That is what you are doing when you build momentum through trial closes. They may try to slow you down with a little objection. Just handle it and throw a little more coal in the furnace to get the train up to speed again.