Timing is everything
Make sure you are asking the right questions at the right time. If you have not fully satisfied all the prospective customer's concerns, you should not rush into the close.
Source: Business writer Todd Spear
Getting this right requires you to gauge the situation, because timing really is everything when it comes to this final stage of the sale. If you are confident you've responded to all the customer's objections, you do not want to wait too long to ask for the sale.
If you leave the prospect hanging for too long, they may develop second thoughts.