Tom Reilly, in his book Value-Added Selling, says “. . . you don’t close sales; you build commitment to a course of action that brings value to the customer and profit to the seller.”6 There is a building process that begins with an interesting approach and need discovery. It continues with effective product selection and presentation of benefits that build desire for the product. After a well-planned demonstration and after negotiating sales resistance, it is time to obtain commitment. Closing should be thought of as the beginning of a long-term partnership.