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The Art of the Close
You don’t have to act like Alec Baldwin in Glengarry Glen Ross to close a sale. But you do have to know a little something about human nature and psychology. Here’s a preview of an upcoming story in our April issue called “The Art of the Close” by Rick Rummage.
Research Your Prospects
In a nutshell, find out everything you can. Check their existing accounts if you have access. Check social media sites like LinkedIn and Facebook. Youre looking for topics of conversation: schools, hobbies, travel, etc. It will help in step 2....