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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 12

The Skill of Closing the Deal

YOU’VE DONE IT. You’ve walked with the prospect through the Buy/Sell process, and you feel you’re in the best competitive position you can be in. You’ve worked together with the prospect to develop a hard-hitting proposal, complete with an Implementation Plan and a SalesMap of all the activities you’ve done with them throughout the Buy/Sell process. Now you’re ready to proceed to the final step.

What Is a Close?

“The close” means something different to a prospect than it does to a salesperson. To a prospect, it is the final logical step in a business evaluation process. Prospects and their team have been involved every step of the way through an evaluation that will require an investment of resources ...

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