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But tension works both ways.Telephone reps can acutely feel the awkwardness of silence while much easily as a prospect. Maybe even more so because there is a sale on the line! There can be an overwhelming impulse to fill that gap along with a rush extra information about the product or service. Perhaps worse, some reps check out the extreme and torpedo the effort with comments like, “Well.ah.maybe you’d like some additional time to think of it,” or “Why don’t I give you some information and choose to then.” Yikes!
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So there you have it. The 7 closing habits might seem long and tedious.maybe even unnecessary. Perhaps that unmistakable. On the other hand, it is inclined why greater closers sell so a little more that the typical rep. Practice the 7 habits and sell more!
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