Morning seems to be the very best time, and Friday is the best day.

In the morning, your audience is ready to take action and produce results. Therefore, they will be more likely to want to take action and sign the deal. On Fridays people want to get things off their plate, so they are more likely to make a decision and not ponder over the weekend.

When closing a deal, do not use the standard watered-down phrases of “So what you think?” or “So how do you feel about that?”

Instead, make sure you have set up in advance what the goal of your time together is. That way you can refer to the agreed-upon goal in your closing. For example, “John, if we are able to help you develop stronger leaders, would you be able to sign on that today; or who else would we need to have involved?”

If you do not have all the deal makers at the table, it is best to suspend the conversation until you do.