The closing skill is over rated. Too much attention is paid to closing techniques and overcoming objections to get a signature on the dotted line. Not enough attention is paid to the front end of the funnel. Closing should be the natural consequence of everything that comes before it. If you hunt regularly, sell consultatively and qualify prospects effectively, your pipeline will be full of prospects who are moving normally toward the close. The key here is to do enough prospecting and qualify effectively. Do not run to the quote and then try to close the prospect. Rather make sure they have a compelling reason to buy from you. Make sure they have enough money and you understand the decision process and what decision the prospect you are talking to has both the authority and the willingness to make. There is one right time to close. Close too early and you will look pushy. Close to late and you may look disinterested or miss the window of opportunity. The right time is decided upon by the prospect so have that conversation with him or her – don’t guess. If you prospect consistently, sell consultatively, and qualify effectively closing will take care of itself.
