The single most important thing to close is to think like a buyer.

In real life situations, it’s amazing how greedy salespeople get at the end of the sale, and ask for the contract to be signed. But it’s not about you; it’s about them, them, them.

Stay in the prospects’ perspective, and close the sale by keeping the perspective on them. A good example of the differences between thinking like a buyer and thinking like a seller is illustrated below.

Seller:
– Contract signed
– Cost
– Price
– Next step forward
– Ask for the order
– Get contract by end of the mont

Buyer:
– Implementation date
– Return on investment
– Investment to get the return desired
– Logical decision step
– Make a decision – yes or no
– Make a decision implementation may be at risk

Think like a buyer, and close more deals.