Respuesta :
Closing is generally defined in sales as the point at which a prospect or customer decides to make a purchase. Very few prospects will close themselves, requiring the salesperson's assistance. This can be unsettling, especially for new salespeople, because it exposes the salesperson to the prospect's rejection.
While closing the sale is required, it does not have to be a major undertaking. A salesperson who has done well in the early stages of the sales process will only need to nudge the prospect to begin the close. For instance, salesperson XYZ learns that customer ABC is interested in his product. In that situation, he doesn't need to promote or persuade.
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