“Closing,” as we define it here, means “moving a prospect (or having him move himself) to the next step in becoming a client.”
Thus, we should be closing in every interaction we initiate with a prospect ... at the end of each interaction we are hoping that the prospect has moved a step closer to becoming a client. (Or we should hope that we have determined he is not a prospect, so we can move on to others who may be buyers.)
Over these next posts, we’ll look at three Closing Rules, the crucial issue of urgency in closing, handling objections effectively (NOT overcoming objections!), and the courage it takes to ask for business, even in the face of rejection.