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There are so many salespeople out there who can’t close, who don’t close, who forget to close, who are terrified of closing, who are paranoid about being turned down and won’t put themselves in the turndown-risk situation, who are so negative and they expect a “NO” before they even start selling - ‘You don’t want any more widgets this month, I suppose, do you?’ If you are being paid to sell and do not close, you are working for the competition. Some people have difficulty in wanting or needing to close deals. The process gets longer and discussions never seem to end and the deal still doesn't get done...
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