Close when you’re sure
There is an old saying that closing a sale should be like proposing to your potential spouse -- you shouldn’t be worried about the answer, and if you are, then you’re doing it too soon.
Source: Marketing strategist Matt Trainer
Keep this philosophy in mind. If you aren’t sure how the client will react or if they will buy, then it is not time to close the sale. You need to do more work first. When you’re sure, it’s time to close and discuss the details.