I think always be closing depends on your industry. What I can tell you is this - as a fellow detail oriented person who was always lauded for exceptional knowledge, yet a middle of the pack sales guy: if you want to control a conversation, stop talking and ask a question.

Whoever is talking less controls the conversation. Whoever is asking questions controls the conversations. Buyers who don’t talk, don’t buy (and if they do they probably intended to buy anyway).

So, although you know a lot, and could impart that knowledge to your client to help them get educated, here’s a tip: stop educating much earlier than you think.

The unfortunate truth? Most people don’t find your field nearly as interesting as you do, whether it is cars, or microscopes, or uniforms... they want to know just a little to whet their appetite.

And, if you master “rattling” them, every so slightly, not enough to offend, but enough to challenge them and pique curiosity, you’ll engage them more and get a lot more sales.

So, stop talking, ask hard questions, take them out of their comfort zone (just barely!) and always be polite, to the point, and empathetic.