You’re probably constantly bombarded with what you should be saying to have a successful close, but do you know what not to say? Pay close attention to the verbiage you’re using on the phone and keep these tips in mind, so you can perfect the close, day after day.

Don’t talk too much

If you’re doing too much talking, and not taking the time to hear what the person on the other end of the phone is trying to say, then you could easily ruin your chances of closing. It’s all about emotional intelligence, and focusing on building that relationship. Adapt what you say to every person on the phone—no one prospect is the same.

Don’t push too far

Sometimes, you can convince someone that your product or service is what their business needs, even when they sounded hesitant at the beginning. Other times, a no truly is a no. Maybe they aren’t financially stable enough to commit to what you’re offering, or maybe they’re trying to go a different direction with their business and it’s not the right move at the moment. Whatever the reason, don’t appear frustrated or pushy on the phone—it’ll do more harm than good.

Don’t forget to ask questions

If you don’t outright ask for someone to do business with you, they simply aren’t going to. You need to assume the close—AKA assuming that somebody wants to buy from you on every single call.

Don’t overlook the importance of timing

Creating a sense of urgency can be a surefire way to close a deal. You never want to be dishonest, but you also want to make sure the prospect on the other end of the phone feels that this deal needs to be one of urgency. Timing can be a crucial aspect of closing any deal.

There are plenty of other ways to perfect the art of the close, but these are the main points that should be avoided if you want to hit your numbers out of the park this quarter.