Don't Close Too Early

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:

• It commoditizes you

• You actually trigger a shop cycle

• You leave money on the table