You understand as much about them and their situation, you visualise where you think they are in the purchasing cycle e.g. are they going back to work next week? and then you just try and close them – ask for the order! Do it enough and you will learn from success and failure. Write all of your experiences down and look back at your engagements to learn, and then rinse and repeat. Imagine you are at a trade show with hundreds of people and engagements and you have to learn from each one – eventually you get super good at spotting someone who wants to buy now, and someone who is just not ready. Good luck.