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Being adept at closing the sale, and every step in the process, is an important key to productivity. So, let's examine the issue of closing, beginning with the first principle: Closing is a process that always ends with your customer's agreement to take action.
As you consider this principle, you'll realize that closing is not just asking for an order, although it certainly is that. It is a process you repeat at every stage of the sales process. In fact, almost every time you interact with a customer, you can close the interaction by asking for some agreement. Whenever your customer agrees to take action, you have closed that step in the sales process.
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- Dave Kahle
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