Summary: When and Why to Close - Are you losing to competition or losing to no decision ? No decision means you did not qualify properly and are in the deal too long. But if you are losing to competition, you are losing because of poor closing skills. Sales people are very comfortable in the middle of the sales process. Not prospecting or closing, but in the middle of meetings, proposals, and updates. Closes never "just happen". Tim and Steven, look at the impact that knowing when to close effectively will have on your sales performance.
