The lost art of closing the sale

Amid all the chatter about customer service, some salespeople are forgetting the most important aspect of their jobs: how to close. RICK SEGEL and MATTHEW HUDSON report.

We were talking with a retailer recently and I mentioned that we just closed three deals on some new projects.

The response back to me was “What do you mean ‘closed’?” Thus the sad reality of so many retailers today emerges.

When...

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