What is your go-to strategy to close out a deal when the client seems slightly hesitant?

Who usually needs to sign off on the purchase in your typical client's organization?

What are the most common "minor details" you have to iron out at the very end of a negotiation?

If a legal issue is holding up a deal, how do you keep the momentum alive with the client?

When you go over a contract with a client, which section do you emphasize the most?

How do you encourage a client to follow through after they have verbally agreed but haven't signed yet?

Describe a time a meeting wrapped up much better than you expected. What happened?

In your experience, what specific behaviors usually result in a lost deal at the final hour?

If you have a question or questions that you'd like to discuss during your class, please write them down.