1. Remember that closing is really the process of opening a relationship. Getting the buying commitment is not the only detail when it comes to closing.

2. Most of the typical closing techniques like asking for the order are actually accomplished in the objections process. Focus your attention on helping the prospect/client by sincerely addressing their concerns.

3. Don’t over promise just to make the sale. You will set yourself up for future prospect/client disappointment, decreased repeat business, and less referrals.

4. Realize that many prospects/clients create buying resistance as a negotiating technique. Focus your attention on value, not price.

5. Review the details of every closed sale. The client often forgets them; or even worse, thinks they heard something you didn’t commit to. Make sure this never happens by summarizing all details.