You've had a few good meetings with a prospect. You've successfully overcome their objections. Before you close the deal, you must ask yourself a very important question.

Should you do business with the prospect? Your answer should not be automatic. Before you move forward, you need to put yourself in the prospect's shoes. Does it make sense for the prospect to do business with you?

When answering that question, you must be objective; something that's not easy when your ego is on the line. You must also be totally honest; something that