What’s so bad about old closing techniques?

There it was again. Another update on LinkedIn by a sales consultant bashing some other (imaginary?) sales consultants who still talk about old school closing techniques. Have you see this? Some guy trying to sound smart warns you not to listen to people using techniques from the 1960’s. It’s sad to think that this is…

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Closing is not a skill (it is a logical conclusion)

This is an excerpt from my second book, Managing the Sales Process, available on Amazon.com. You can find a series of these excerpts in a dedicated blog category to get a broad overview, post-by-post, of the book (they are listed in reverse order in the category, so start with the oldest). From Chapter 2 –…

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Closing – The Seventh and Last Step of the Sales Process

This post is part of an 8-part series on the steps of the sales process.  Click here to see the full series. Closing – The Seventh and Last Step of the Sales Process Closing is the part of the sales process that seems to be the most important, the hardest, even the most glamorous.  You…

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