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Software Vault: The Sapphire Collection
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Software Vault (Sapphire Collection) (Digital Impact).ISO
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CLS.TXT
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1994-10-26
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762b
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21 lines
Close Encounters
Few prospects will sit up and say, "Sign me up."
More likely, you'll have to lead them into an
agreement. In sales lingo, you'll have to "close the
sale."
One technique is to assume that the prospect has
agreed. You've answered a question satisfactorily, and
the prospect doesn't seem to want to ask anything else.
You might take out an application form, hand it to the
prospect, and ask, "Do you need some help in filling it
out?" No matter how the prospect responds, he's on the
way to an agreement.