Far too many people think that the most important step of the Buying Process is the close. They view "Closing the sale" as the final stamp on the deal. This is not necessarily true! The fact is, "Closing the Sale" begins the first time you say hello.

Therefore, one must be particular about the individuals they are prospecting to. If for example, you are not calling the right people to sell your products or services to, you won't have to worry about closing because they are already not interested. Learn to target the right people!


Also, you will not close if you are not managing your territory or your time well (Major amounts of time spent on research, phone calls, e mails, low-value lunches). All these items will impact the amount of business that you will close by the end of the month.
 
Rather than view closing as that last and final step, you will be better served to see closing as nothing more than the natural flow of events from the first phone call you make to your prospect, to the time you ask for the sale. Granted, when a deal closes this is when you feel the adrenalin rush, it is when you feel the 'success'.
But don't be fooled! If you use the right process, you will yield the right results.