hen is it the perfect time to try to close the sale?  That’s what everybody wants to know, but it’s a difficult question to answer. To a large extent, you have to learn by experience. One of the best ways to learn from your experience is to look back over your career and see what worked and what didn’t in your interactions with prospects.

I’m now going to tell you about another very effective way to learn from your experience. I want you to ask yourself the inverse question: When is it definitely not the time to try to close the sale?

If you take the time to think back on your own interactions with prospects who bought from you (as well as those who didn't), you will realize that the answer is actually pretty simple. It is definitely not the time to try to close the sale when your prospect has "narrowed it down to just two or more options."

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Paperback: 192 pages
Publisher: Sterling Learning Group (January 2012)
ISBN: 978-1934381090
Price:USD $19.95 CAN: $24.95