Closing is a tricky topic. We need to gather the right inputs so we can close the right people at the right time, and we need to deal with the stigma of closing at the same time. Closing has such a bad image as a result of all of the bad closes that have come before us. Here are 4 key ideas to make our closing efforts more effective:

Have the right mindset.

In order to do this well, we need the right perspective on closing. Think of it this way: Closing should be a natural extension of the selling process. It doesn't need to be tricky. It should be honest and natural. After all, we owe it to ourselves and our customer to efficiently bring a cycle to a close.

Set up a "closing forum".

So often, the real problem with our closing ability is that we don't have the right audience. In order to close, we need the ability to ask a closing question of the decision maker. Use the IMPAX Process to set a brief presentation with the decision maker (and follow the TUFA format).

Keep it simple.

Think about your closing question ahead of time and hone it down to its most simple form. Questions like, "How would you like to proceed?", "Are you ready to move forward?", "Can we get started on phase 1?" are crisp and effective.

Practice, practice, practice.

Having a great closing question is important, but it's not enough. Rehearse the question over and over, so it comes out smoothly. "How would you like to proceed?" sounds so much better than, "Well, that's our idea around the best solution and the best place to start and good timing and things, so, um, what are your questions?"

Setting up the close with these ideas will improve your odds, which should increase your enthusiasm and confidence (which should increase your odds further)!