Act curious if they tell you they are not buying. The goal is to get the REAL objection out before they leave and have one last opportunity to sell them today!

Examples:

• I know you do not want to buy this but before you go, could you tell me what your reason is?
• I am curious to know what led you to your decision not to buy this today?
• If they come back with the real reason, you can try to close by saying “Didn’t I
  explain this before? I am really sorry for this lapse. Let me go over it again!”