Is Getting to "Yes" necessarily the Objective?
Here's a contrarian point of view. I've found that buyers are just like all other human beings who will do everything they can to avoid being the bearer of bad news (saying "no" to the sales rep included).
When you have a lot of sales opportunities to manage, you need to focus your attention on those most likely to close. Make your best pitch, focus on value and benefits and try to get the customer to persuade you that you have the best fit for them rather than vice-versa. If the customer starts selling me on the value of my solution, I don't need to "get them" to tell me "yes", they will gladly do it when the time is right.
If the customer can't articulate my value back to me, then I haven't done my job and need to start trying to understand what the reasons are for the hidden "no". Then I at least have a chance to correct misconceptions, reiterate value, demonstrate additional value, or reposition against the competition.
If you feel uncertain about the customer's level of commitment to your product or service, it is better to start asking the hard questions that will allow the customer to tell you "no" as soon as possible during the sales process. This way you can uncover the objections sooner, and determine whether you really have a chance at winning the business. Otherwise you may end up wasting a lot of cycles on someone who has already made up their mind to go with the competition but doesn't want to hurt your feelings by telling you "no".
Sometimes getting to "no" faster is just as important as getting to "yes" when it comes to maximizing the efficiency of the sales process.