15Know How to Close the Sale

Our grand business is not to seewhat lies dimly at a distance,but to do what lies clearly at hand.

— THOMAS CARLYLE

Your ability to ask for the order at the end of the presentation or at the end of the sales process is absolutely essential to your success. Fortunately, tens of thousands of sales conversations have been videotaped so we now know exactly how the highest paid salespeople close sales most of the time.

The sales process follows a logical series of steps from beginning to end. First, you establish rapport and trust with the prospect to assure that he or she likes you and is open to following your advice.

Second, you ask questions to clearly identify what the prospect needs and wants in the area in which ...

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