Are you ok with that?

Questions are quite often the answer.

I've always found this question to be effective in getting to the truth of the matter with a potential client.

Its open ended which encourages expression, whilst being direct, yet polite.

When faced with the negative consequences of not doing something, many buyers will ignore it and shy away from it.

This question allows you to confront your buyer with potential negative outcomes in a direct, yet polite manner.

It implies that they are about to make an important decision which has consequences and is framed from a caring point of view.

You want what's best for your client and are concerned of the choice they might make, so you are checking to see if they know what they are doing.

The next time you have a client who is about to opt for something that might not be in their best interest, paint out the consequences of their actions and simply ask them: "Are you ok with that?"