Chapter 22. “Closing the Sale” Is About Gauging the Right Moment to Ask for What You Want

A highly successful communications chief at a large U.S. government agency started his career selling Fuller Brushes door-to-door. Rather than hide his humble past, he attributes his career success to those first hard lessons learned from selling. The experience of “cold calling”—the daily routine of knocking on a door, trying to sell something, and coping with rejection—helped him hone skills that proved invaluable to him in all future jobs, sales-related or not.

Whatever your job, much of your time at work is dedicated to “selling” things to others, whether those things are ideas, projects, or even yourself. Salespeople often say that closing the sale is ...

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