AS MENTIONED AT the beginning of Part I, every salesperson I interviewed had an explicit sales process they followed, and almost all of the processes were different in some way. Some were long and complicated and some were short and simple. But there was one step, and only one step, every single one of those processes had in common: closing the sale (sometimes called “asking for the sale”). I can say that with confidence because the shortest and simplest sales process contained only one step, and “closing the sale” was it. You see this one-step sales process yourself every time a 10-year-old girl shows up on your doorstep and ...

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