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Closing is the second most important step in the sales process behind Finding Needs, and it can lead to making the sale or losing it. Closing can mean a couple of different things depending on whether you are trying to make a large sale or a small sale. During a small sale, a successful close will always lead to making the sale and having them sign on the dotted line. For a large sale, mostly business to business types where there are multiple people involved in the decision making process, you will most likely not be able to close that day. When this is the case DO NOT USE TYPICAL CLOSING TECHNIQUES! Doing this will offend your prospect and make them think that you are too pushy. Remember: in sales you need to form a relationship with the buyer, and being seen as pushy or uncaring of their needs will make them not want to form that relationship.
