competition. Don’t ever make promises you can’t keep, and don’t ever engage in overselling, or saying that the product can do something it cannot do. Negative prejudgment — deciding in advance that the person is not going to buy — saps your enthusiasm. Nothing will kill a sale faster than lack of enthusiasm.
You have here some questions to test yourself before closing
1. Do I recognize and take advantage of signals that indicate the prospect is ready to buy?
2. Do I plan detailed, word-for-word closings in advance of my sales presentation?
3. Do I understand how emotional and stressful a buying decision can be?
4. Do I argue with prospects and tell them why they are wrong?
5. Do I make promises about the product that I cannot keep or oversell by saying it will do something it will not do?
6. Do I express my opinions about religion or politics or discuss personal problems with customers?