Chapter 16. Close More Sales

 

“This is where you will win the battle, in the playhouse of your mind.”

 
 --MAXWELL MALTZ

It is amazing how many businesses go under even though they have a pipeline full of prospects who are at various stages of buying, but who have not yet made the final commitment. The key to business health is your ability to close sales, to get your prospects to make a decision, to take action on your offering, to sign the order, and to pay you.

When you find yourself in crunch time, when your financial water level drops dangerously low and you are threatened with bankruptcy, your only long-term solution is to increase your sales and revenues as fast as you can. When IBM got into trouble in the early 1990s, it took several thousand ...

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