I have never believed that a good conversation closes itself. Years ago I learned to water ski, and once I could finally get up on one ski there was a new problem waiting for me. I had to learn how to cross the wake, those two great big V shaped waves coming off the back of the boat. You sit there looking at them and wonder how on earth anybody gets across into the calm water at the side. So how do you know when to cross? You just know. You make the decision, you pick your moment, and you go, and it turns out to be far easier than you feared. Closing a sale is exactly the same. There is no signal and no magic phrase from the client that means it is now safe to ask. There is only the stream of subtle, unspoken messages you are already picking up, and the courage to trust what you are reading. Yes, we learn how to sell, then we stop selling, and we allow people to buy. But somebody still has to say the words, and that somebody is you. I am curious where you are with this. Tell me which resonates most: a) I spot the moment and I ask, most of the time b) I spot the moment and then I talk myself out of it c) I am never sure the moment has arrived at all d) I know when, I just do not know what to say Drop your letter in the comments below.