No matter what part of the sales process your in, trying to book time with the decision maker, booking the presentation or setting the closing meeting you're just trying to sell the next step, not your product or service.
Even if you're trying to confirm if someone qualifies for your services, you're still only trying to do that. Don't rush the sales process and use the time you have throughout to build credibility, trust and rapport so by the time you do get to the close your sale is set up. This way it’s not such a big awkward moment, you’ve already established yourself enough as an expert that’d they’d be foolish to not buy from you.
Don't get me wrong, there will always be times this process skips a few steps or people want to just buy right away, and when that happens JUMP ON IT! But more often than not you have to follow the tried and true method.
Sales is fast paced, it's five seconds to buy a minute to buy five minutes to buy a meeting to get a close.
Make sure you're focused on your goal and keep moving them one step closer to the end-zone!