CLOSING STARTS AT THE FIRST CONTACT
The closing of any sale starts at the very beginning of the sale, at the time you first greet your prospect, or say at the times you had prearranged an appointment by phone. Your closing should start as early as this initial contact; for it is your beginning that will generally determine how your sale will end.
The point is – if the professional starts successfully, they can then be assured that as they follow the rules to as close to the letter as possible, they will be rewarded with a successful ending as well. But they must take into consideration their overall attitude towards selling, and (above all) their desire to be successful.