Closing a position is usually defined as the moment when a potential customer or customer decides to buy. Few potential customers will close on their own, so the salesperson must facilitate the closure. This can be disturbing, especially for new salespeople, because it makes salespeople vulnerable to rejection by potential customers. Although it is necessary to complete the sale, it is not necessarily a big deal. Salespeople who do well in the early stages of the sales process simply need to sell to potential customers to start a transaction. It may be simple, just provide a pen and contract to potential customers and say: "Sign here."
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