14 Adapting the Close and Confirming the Partnership
Source: Michael Ahearne
Learning Objectives
When you finish reading this chapter, you should be able to
14.1 Describe the proper attitude to display toward closing the sale
14.2 List and discuss selected guidelines for closing the sale
14.3 Explain how to recognize closing clues
14.4 Discuss specific methods of closing the sale
14.5 Explain what to do when the buyer says yes and what to do when the buyer says no
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