There is no secret to closing sales once you accept this fact: People are unpredictable.No matter how good everything looks just before you begin to close the sale, 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 always more interested in themselves than they are in you. From their viewpoint, their purposes, their desires, their wants, and needs are all that you should be thinking about.
HINT: The most important thing to the customer is the CUSTOMER!
Daniel Jacobs, 2016