A crucial part about "closing"... don't allow them to give you an open ended "thanks we'll run this by our boss" type response. People usually just want to end

A crucial part about "closing"... don't allow them to give you an open ended "thanks we'll run this by our boss" type response. People usually just want to end the sales process, but do not want to reject you outright. You should always get concrete next steps. If they have to "ask their boss", then setup a call the next week to find out the bosses answer. It's much better to wiggle a firm "no" out of a prospect then to get a definite "maybe". "Maybe" ties up the sales funnel with junk leads.