Whatever Happened to the Close?

摘要

After a recent presentation that I gave on the West Coast, I casually asked three salespeople what it takes to be success-rnful. One young woman said, "active listening." A 40-something sales veteran said, "solutions management" (whatever that means). An older man said, "closing skills." I pressed him for more information. He told me he's been selling graphic arts services for 40 years and laments that young people seem to have forgotten how to ask for the order. He's right.