The traditional ABCs of selling were "always be closing." Coffee was only for closers, and closing was a single, major event. The concept of "always be closing" is valid in that it’s important to always be moving the sale forward.
Too Many Pending Lists Give No Indication of the Last Move Forward
Before Google, LinkedIn, or social selling, Steve Marx, founder of The Center for Sales Strategy, taught that closing is a series of small yeses leading to the ultimate yes that confirms the sale.
