Active Need: A need, problem or pain which has been identified or recognised by a customer or prospect (the opposite being Latent Need).
Closing: Closing a sale refers to achieving a clearly defined, tangible and mutually agreed final outcome between buyer and seller, either a sale or agreed next step.
Closed Question: A question which can be answered by one word: Yes, No, Maybe, Sometimes.
Cold Calling: Telephone selling or calling to prospects where there is no previous track record or relationship.
Cross-Selling: Selling an additional product (or products) which naturally links or fits with the original purchase.
CRM System: Customer Relationship Management system is an IT software solution for storing, managing ...