One skill that I've seen top salespeople develop over time is how to recognize when their client has made the decision to move forward and to STOP SELLING.  How many times have I taken a new idea to a leader, made the case, they were nodding yes in agreement, and then I would keep talking and end up causing them to disagree and change their mind?  Or you are with a key client who has made the emotional decision to move forward...and instead of stopping, you keep talking and say something seemingly insignificant that they strongly disagree with to the point that they no longer feel good about the whole thing.  Or maybe you pitch your new family vacay idea to your spouse and surprisingly they say, "Okay, let's try it."  But instead of shutting up, you just keep going and before you know it you are in a disagreement about something small and they no longer even want to go.  It happens ALL THE TIME.  

• Your HVAC just died and it's summer and it's 97 degrees in your living room.  You were sold before the salesperson showed up but they insist on making their 40 minute sales pitch...
• After months of indecision, your wife feels good about the new family SUV you want to buy.  But you continue making the case as to why it's better than all the others to the point that she now has new questions and doesn't feel good about deciding right now.
• Your CEO agrees to your new compensation plan 5 minutes into your 20 minute pitch...STOP TALKING.

Because I'm a natural talker, I've had to figuratively tackle myself to make myself stop talking once the other person has agreed.  You are not playing games...you are doing them a favor.  When I worked with Dave Ramsey, and he liked a new idea I was pitching, I would literally close my laptop, stop talking, end the conversation early and leave the room.  

The skill is recognizing the point at which the idea you are pitching has started to become your prospect's idea.  Let them finish it for you.  Let it become theirs.  Just stop talking.