"So when should I go for the close?"

...I was asked by a trainee yesterday.

This question is framed in such a way as to imply some kind of grand finale.

But it's not the 80s. The world has moved on from the days of Glengarry Glen Ross. Everyone can now drink coffee.

Some people advocate closing right from the start.

Well, it depends what they mean by closing.

Qualifying is probably more accurate a word to describe the process of ensuring your prospect is a good fit.

So the answer isn't the end, the start or the middle.

If you've gone through your process properly with a considered approach and attention to detail you will have been closing the whole way through.

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