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So how do you close in this situation? Your prospect says, "Sounds interesting. Send me some literature." You remark, "I'd be happy to. After you review it, will you discuss it with me over the phone, say next Friday?" If your customer says, "Yes," you've closed. He's agreed to take action.
I recently made a sales call with a salesperson who left the call unclosed. The prospect was definitely interested, but the salesperson never asked for any action. Instead, the salesperson said, "I'll check back with you in a couple of weeks." We walked out of the sales call with no resolution on the issue, and the chance of making the sale significantly diminished.
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