Austin Maser says your income depends on closing deals, not just selling. He owned his third home by 29 by mastering what he calls going for the jugular: assuming the sale and finalizing the transaction instead of waiting for the customer to decide. The difference between making $100K and $500K a year comes down to closing skill.
If you're not making real money right now in sales, it's because you don't know how to close. There's a difference between selling and closing. When you get to the very end of your pitch, you have to assume the sale and do what I call going for the jugular. You can't wait around for approval and just hope that the customer says, "Yes, please sign me up." It is your job as a salesman to close, to assume the sale, and to tie the bow on the sale. The customer doesn't know what's going on. You're the expert. You're the one that needs to finish the deal. Right now I'm sitting in the third home that I've purchased by the age of 29 because I learned the art of the close. There's a difference between making $100K a year and $500K a year, and that difference is going to be your ability to close a sale.
