Closing is a Journey Not an Event

Closing is a Journey you take with the prospect. You may guide the prospect through journey, but but it is something that is a joint effort. Closing is NOT something you do to the prospect at the end of a discussion. Way too much emphasis is placed on closing in popular movies and even in sales training. If you do the right things up front in qualifying the prospect, then closing will happen as a natural consequence of everything that went before. If you do not qualify properly then clever closing techniques will not save the day. Remember that closing can also mean ending the pursuit.