Don't Close Too Early

Posted by Doug Davidoff

Mar 12, 2010 4:45:54 AM

The single biggest, and most common, mistake salespeople make is attempting to close business too early. I don't blame salespeople for this, it's a natural impulse, and they' been trained to do it.

In my early years selling, I was taught, ad nauseum, that you learn to close by "closing early and closing often." This behavior causes several problems:

But don't take my word for it.  One of our longtime clients, Elise Bouchner of Excelerant recently shared her experience with me about how waiting for the right time to close helps, and closing too early (even when it's the client pushing it) kills. Take a listen:

Topics: B2B Sales Strategy, Sales Training/Coaching