Closing a sale is nothing more than leading the process to a conclusion. It’s laying all the groundwork and asking the prospective customer to proceed with the action plan. But if it sounds that easy, why is it so tough to accomplish?

NASCAR driver Kurt Busch says, “What it takes to win a championship is to have your preparation meet the opportunities, whether it’s out on the racetrack or behind the scenes.” In sales, winning starts at the beginning. Do the right things throughout the process, and you’ll be better positioned for success. The steps can vary, but in talking … Read the rest