Summary

Summary

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• Closing the sale is a natural progression to the final step of the selling process.
• Closes are of four types: trial, assumption, alternative and direct.
• A trial close overcomes objections, creates urgency, and signals you to close the sale. It is more subtle than using a direct close.
• Mechanics of closing are important and still part of the actual sale.
• Lost sales can often be avoided if salespeople avoid common errors.
• Prepare for the next sale by keeping an ongoing relationship with past and potential customers.

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