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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