Building and Closing the Sale is more of a reminder of what people have already been taught about closing sales. Nevertheless, sales professionals occasionally need to be reminded of the basics lest we become stagnant or arrogant in our approach. Among the important points covered include: 1. People buy from whom they trust. 2. Type of communication techniques that build trust. 3. Closing results are better when you establish rapport at the beginning of the sales presentation. 4. Ask open-ended questions and allow time for your prospect to give feedback. 5. The art of active listening is a seldom practiced but powerful tool. 6. Find out what best suits your prospect and become more prospect-oriented instead of product-oriented. 7. Successful sales professionals are persistent. 8. Do not use manipulative high pressure sales techniques! A good and recommended read. Enjoy!
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