Many entrepreneurs have little or no experience in outside sales. Finding new prospects and explaining features and benefits — the stock-in-trade of salesmanship — can be difficult for a non-sales-oriented entrepreneur. But the inexperience factor can be crushing when it comes time to close the sale. After all, even sales pros often have trouble closing the deal.
Although it may be difficult, closing doesn’t have to be painful or bewildering. A few basic pointers will help demystify this potentially awkward process.
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