2ObtainingCommitment:Closing the Sale
The Huthwaite research shows that success in the major sale depends, more than anything else, on how the Investigating stage of the call is handled. But not everybody would agree with this conclusion. For many writers, Obtaining Commitment is the most important step of a successful sale. When we were beginning our research, not knowing where to start, I approached a number of experts for advice. These people—writers, trainers, and experienced sales managers—generally suggested that we should start with Obtaining Commitment, or closing, as they generally called it. Closing, they told us, was the stage of the sale where the most crucial elements of success would be found, so that’s where we should begin our ...
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