CLOSING IS THE NOBLEST PART OF SELLING
Closing is an art, not an accidental happening. Yet far too many people seem to blunder through their selling career, picking up a point here and a point there, but never trying to get a total overview of how to close, or, more importantly, when to close.
As they pick up information from others, they generally only discuss points of interest with others of the same standard as they are. And because of this, will pick up as many bad points as they will good. Unfortunately, those people will pass on that same information to others, but never do they feel that type of formula does not work for them. Quite the contrary. They will talk about it until they try it, find out it doesn’t work, then abandon it. Many a good closing technique has been lost forever by many a novice through no other reason than lack of discipline. If whatever you try doesn’t work the first time, tear it apart, try it again and then rehearse it until you get it right, then go back and try it again.