Make sure all decision makers are present, and make your presentation as direct as possible, so that you have your clients' undivided attention. Try not to take any more time than you originally asked for from your potential customer. There are several items you must address with your customer during the presentation. Finally, they'll need to know that your product or service is competitively priced. I also tell them I would rather apologize once for price, than continually for the quality of what I provide my clients.
Third base represents closing in our analogy.
To me, closing has always been the logical conclusion to a good presentation made to a qualified prospect. Therefore, my first closing attempt assumes the sale and I begin to fill out the paperwork after I've asked for the order. It's not always that simple, however. In fact, the average sale is made on the fifth closing attempt, and the tenacity and sincerity you display to your client will communicate your belief in your product. Potential clients generally will not buy from a wishy-washy salesperson who doesn't believe in what he or she is selling.