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Wednesday, 21 November 2007 |
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By Jeffrey Zalewski
 The first step toward closing more prospects on a YES decision is not in the close when you ask the closing question. Rather, the first step toward closing begins with your first point of contact with your prospect, when you begin your conversation with your prospect. It is in the rapport building part of the sales process, the place where you open communication.
Chances are you are not closing as much business as you would like. And you most likely do NOT need more leads. What you need is to close the prospects you already have.
As marketers we are often in a prospecting and selling mode, which has us focused on trying to make first contact or even just trying to generate a lead through our marketing efforts. But even with having a steady flow of leads (often an overabundance of leads), we all too often think what we need are more prospects. And we often get trapped in a prospecting mode and focus too much on lead generation.
Now don't take this wrong, as lead flow is important |
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Last Updated ( Wednesday, 21 November 2007 )
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