When you watch a football game or other sporting contest, you'll often see a team that supposedly is outmatched physically by their opponent, but they somehow win the game - even convincingly.
The difference maker many times is the desire or will to win. That won't always carry the day, but when one team wants it more than the other, they do seem to find a way to prevail - regardless of physical ability or other factors. It's a case of which team wants the win more than the other.
This desire to win creates extra effort, more drive, greater intensity, and a better execution of fundamentals.
When someone says 'no' to us - whether it's to a closing question to signify a purchase, agreeing to an appointment, or trying to save a cancellation - who wants to prevail more than the other? Do we want to convert that 'no' into a 'yes' more than the customer wants it to remain a definite 'no'?
So how do we convey to the customer that we want it more than they want to stop us? Perhaps an emotional argument that connects with their original reason for saying 'yes.' Maybe a factual one that really establishes a strong case for going ahead with the decision. Possibly it's believing that this is truly a good outcome for the customer and we strongly make a case for that.
If the customer is able to convince us that they need more time, that they were being hasty, that they just aren't sure anymore, or anything else that gets us to agree with even one of their points, then they have shown that they want it more than we do.
This is not meant to be a battle of wills. It is meant to illustrate that whoever has the strongest believe that their position is correct for this situation that they will prevail in the moment against the other. Of course it is subject to change in a "rematch" later, but for now, we can see who wants it more.