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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 19

Closing

CHAPTER OVERVIEW

What the Buyer and Seller Are Experiencing

Buyer

Seller

Closing as a Natural End to the Sales Process

Types of Closes

I know that a lot of readers will probably want to know right away what unique and special closes might be described in this chapter. However, it’s important to understand first what the buyer and seller are experiencing as they near decision-making time. It’s also critical to recognize that closing really is a natural progression that occurs beginning from that key opening conversation to rapport to questioning to handling objections and so on. We’ll discuss those issues, then cover types of closes.

This Buyer Has Heard All of the Closes

Melissa collides with a very experienced prospect. Here’s ...

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