Thursday, June 12, 2008

The final 'bump'

Book Mark
The Art of Closing the Sale
Brian Tracy
( http://www.pearsoned.co.in/)

Reverse engineer your presentation

Closing is often the most painful part of the sales presentation, bemoans Brian Tracy in The Art of Closing the Sale. “It is the part that most salespeople disli ke the most. They become reluctant to proceed. They freeze up and lose their feeling of control over the buying process.” Closing is very much like a bump at the end of the road of the sales conversation, explains Tracy.

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