Allison learned from a friend that Glen at Semmco Electronics was looking for a supplier of shipping boxes and packaging. Allison is a sales rep for just such a company.
She meets with Glen, and she feels they have a very good meeting. Toward the end, Allison tries to close the sale:
Instead of closing, Allison walks away not even having a firm commitment. Obviously, her attempt to close was premature. In the arsenal of Q4 selling, what might have helped her time her efforts better — and not leave herself with a stumbling block?