When you see the excitement in the client of what you are sharing, capitalize the situation. The opportunity may not last too long. When a deal is hot you want to close the deal. A little let up and the deal can get stale.

Take time to understand the client needs all the while watching his or her reaction and interest. Once you see client’s interest going up, that’s where you want to accelerate the pace to complete the deal.

There is truth in the old adage: “Strike while the iron is hot”.