By Charles H. Green, Contributing Editor
When was the last time you "closed a sale?" What's your success rate in "closing" sales? Better yet, when was the last time someone tried to "close" you? Did it work? Was it a positive experience?
Here's a guess at your answer. For a significant percentage of your sales, it's hard to identify where "closing" happened—the decision just got made, or didn't. When you do try to close, you often feel uncomfortable; worse yet, more often than not, it doesn't work. When someone tries to "close" you, it generally doesn't work--and when it does, you often buy despite the seller's close, rather than because of it.
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