Trying to close customers too soon is a common pitfall of most salespeople. Many times it is from lack of proper training, other times poor execution but there is one underlying reason that we salespeople all have a tendency to close too soon.

The reason is not that we are pushy, impatient, uncaring, unclean or uninformed. The reason we salespeople tend to close too fast is because that is the way most of us like to buy.

Salespeople are buyers all the way. Once they find what they need, they simply buy it. They don't need long sales pitches and they won't drive across town or call ten people to save a few dollars. Does this sound familiar to you?

For most of us selling to another salesperson is usually easier and more fun because we are conditioned to buy first and maybe ask questions later. That is how most of us like to shop. We are there to buy not browse. You customers, however, usually have a lot more browser in them than we do. So close every opportunity you get, just be careful to remember that what you consider an opportunity may not be an opportunity just yet in the eyes of your customer.