ABSTRACT
When we were researching preliminaries, there was almost nothing written about call opening and nowhere we could go for advice. Not so at the other end of the sale. The final stage, obtaining commitment, was an area where more had been written than I’d have imagined possible. Several years ago, before the days when you could get a computer to do the work for you, I spent a couple of weeks in the library searching for all I could find about closing the sale. I ploughed through more than 300 references. Every book on selling had at least one chapter on closing. Some, like ‘101 Sure Fire Ways To Irresistibly Close Any Sale’, had, as the author modestly put it, ‘a lifetime’s experience of closing success packed into a mere three hours of reading’.
