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Let's illustrate this principle with a real life example. Suppose you're talking on the phone to a prospect, and he says, "Sounds interesting. Send me some literature." You say, "OK, I'll put it in the mail today." Have you closed that step of the process?
The answer is no. You have agreed to take action—send some literature—but your prospect hasn't agreed to do anything. Remember, a close always ends with your customer agreeing to take action.
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