It’s old-fashioned to think of closing as a specific skill…as a skill that can be singularly practiced and trained for.

So what, exactly, IS closing?

The definition of closing is this: the continual act of moving the prospect toward saying "yes" and taking action to consecrate the deal.

Timing is everything when it comes to closing. The second you get the RFP and log the opp into your CRM, the clock is ticking against your sales cycle. That means you must proactively ask qualifying questions about buyer interest and objections – i n e v e r y m e e t i n g y o u h a v e with a prospect!

The above formula is anchored by qualifying skills, yet speed is of the essence. It’s not good optics walking around with scores of open opps in your CRM that smell as tired as the half-burrito in your fridge from September.