The subject of closing is a difficult one for many salespeople. They get caught up in a “should I close the deal/shouldn’t I close the deal?’ scenario when their own personal doubt sets in.
Salespeople who are weak in the area of closing feel that using any kind of pressure is wrong and as a result wait, and hope, the prospect will speak up and tell them they want to move forward – but unfortunately that ‘s not always going to happen.
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