How to close the deal?

Often, closing a deal means physically closing in on the person with whom you’re negotiating. Consider the insurance salesperson who physically leans into the buyer’s space with an assuring nudge for her to sign the application. The agent lowers his voice, softens his tone, leans forward with the completed application, and says, “If all the information is correct, place your name here.”
Closing a negotiation often means closing in. Intimate distance — touching or being 6 to 18 inches apart — is usually reserved for personal, affectionate interactions. However, you may find yourself or your counterpart naturally moving that close as you reach more agreements and draw nearer to closing the deal. A good salesperson knows that an appropriate touch on the customer’s forearm or hand cements the deal.
The body language of acceptance varies widely from one individual to another. The exact point in time at which you get concurrence is more often marked with slight nuances than raucous outbursts. Seldom does someone jump up in joy at the moment of making the decision to close a deal. In my experience, the bigger the deal, the more subtle the display at that magic moment when the other side makes the mental commitment to close the deal. The terms are then generally reviewed by both sides to be sure that the deal is acceptable.
If you close a deal, don’t forget to carry out the terms of the agreement. This follow-up is important. There is no bigger let-down than to shake hands on a deal and then not hear from the other side for days. Be sure that the next step is taken. If it isn’t your direct responsibility, keep checking with the person who is responsible. You are the person who closed the deal, so your integrity is on the line.