Know when it is time for action

As a new salesperson, once you feel you have all the necessary information to present a proposal to the client, do it.

Do not succumb to fear or invent stall tactics to avoid popping the purchase question to the client. It will be hard the first few times around and will remain hard for deals that represent the difference between meeting quota and falling behind. But power through.

Recognize when it's time to close, and go for it.