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I recently heard from a friend who is trying to raise money for a charity. She called to see if I would contribute a cash donation.

I agreed. But after I was "sold" on the idea of helping her cause, she just kept talking about the charity's programs, outreach activities, etc. Now don't get me wrong, I do believe in this particular charity, but I didn't need to hear that much detail.

In fact, if her call had been a formal sales pitch from a prospective vendor, I'm sure she would have lost the sale. She would have talked me out of it.

There's a saying an older salesman friend once told me: "Once I had closed the deal, I needed to shut up and leave the room!"

Seems like good advice.

But other than a signed contract, how do you know you're about to "make the sale." In the professional selling class I teach at the UNM Anderson Schools of Management, I tell students to look for buying signals, then follow the cues to their ultimate conclusion.

Here are some phrases to look out for and how you might respond to them to close the sale.

When the prospect says, "What's your price?" you follow with a statement to frame the next response. Something like, "In what quantity?" or "Which size are you interested in?" would do nicely.

Other buyer (B) vs. salesperson (S) dialogues follow:

B: What kind of terms do you offer?

S: What kind of terms do you want?

B: When can you make delivery?

S: When do you want delivery?

B: Can I get this special price on orders placed now and next month?

S: Would you like to split your shipment?

B: Do you carry 8-, 12-, 36- and 54-foot pipe?

S: Are those the sizes you commonly use?

B: How large an order must I place to receive your best price?

S: What size order do you have in mind?

B: Do you have Model 6400 in stock?

S: Is that the one you like best?

Following the answer, it's an easy transition to the more succinct question of "Would you like to make this purchase today?" or "We'll need you to sign this contract today - here's a pen."

As my friend also said, the key is to follow what he called the ABC's of selling, and that spells "always be closing."

A variation on the theme is to ask questions of the prospect yourself to flesh out any buyer objections. Most people shy away from objections, but they are really your opportunity to uncover your prospect's needs and any concerns he or she may have.

Knowing them, you can answer the questions or dispel any issues. Really, objections are a good thing.

Ultimately, closing a sale is about paying attention to your prospect's needs and identifying your product features and benefits that will satisfy those needs. Looking for those decision points in the conversation will help move you closer to that result.

And then say the appropriate thank you's and head for the parking lot as fast as you can.