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Secrets of Closing the Sale" has significantly influenced corporate sales strategies by emphasizing the psychological aspects of selling. It has taught salespeople to understand the concept of closing and the specific steps that need to be followed to successfully close a sale. The book has also highlighted the importance of creating a desire in the customer, which can be a powerful tool in persuading them to make a purchase. This has led to a shift in sales strategies, with a greater focus on understanding customer psychology and using this knowledge to effectively close sales.
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Most salespeople are unable to close because they do not understand the concept of closing. There are specific steps that need to be followed in order for one to successfully close a sale. The art of selling is psychological. The author demonstrates this in his book by telling a story when he and his wife were going house hunting. She had showed him a house that she fell in love with and could not stop raving about, but it was too expensive for their means. Knowing this, he did not want to view the inside. However, his wife eventually convinced him, as they both agreed that it would only be for show. When they arrived the following day to meet the realtor, he had suddenly realized that he had made a big mistake going there. The house was so beautiful that it created this overwhelming desire in him to purchase it. He then immediately began acting disinterested to protect himself from getting too excited about something he could not afford.
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Knowing how to sell is like possessing one of the rarest commodities on Earth. Most of us just don’t realize how persuasive we must be on a daily bas...
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