Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately, salespeople who don't close consistently waste a lot of their time, waste their customer’s time, and are not nearly as effective as they could be.

Being adept at closing the sale, and every step in the process, is an important key to productivity. So, let's examine the issue of closing, with two powerful concepts.