There is no secret to closing sales once you accept this fact: People can be unpredictable.
No matter how good everything looks just before the sale is closed, anything can, and often will, go wrong.
For example, if customers sense that you are mentally spending your commission before the deal is closed, you’ve increased the chances that it will never will.
Why? Because customers want to feel THEY are the most important thing on your mind. From their viewpoint, their purposes, their desires, their wants and needs are what you should be thinking about.
Any discussion of the prediction of human behavior in closing sales must include this fact:
The most important thing to the customer is the CUSTOMER!
Daniel Jacobs, 2016