MoneyMaker:From your first contact with your customer, everything you say, do, and listen for moves you and your customer towards your Close.

The Close can be a smooth transition from a well thought out presentation. Experienced salespeople will tell you that customers will “Close themselves”. To those of us who have struggled for years in the selling trade, especially at the moment of Closing, this seems a fabrication if not an extreme exaggeration. Great salespeople do the pre-Close work so customers do Close themselves.

Because Closing comes at the end (not always the case) doesn’t mean it is the most or least important part of your sales presentation. It is part of the whole.

Buyer reluctance is often present before we even show up; therefore we have to make it easy for our customer to say yes. A good Closing presentation from beginning to end makes it easy for our customer to say yes.