Closing the Deal—No Pressure Necessary

“Always Be Closing” is a mantra long held by many sales leaders. It has a well-deserved place in how salespeople think about and plan how to advance the sale. Rather than viewing closing as a standalone event, successful salespeople make sure that closing touches every step of their sales process. Each interaction and conversation with their customer moves the sale a step closer to reality. With each touch, they demonstrate an understanding of what their customer needs and when they need it rather than aggressively pushing for a decision before their customer is ready.