 | Obtaining Commitment
SOME QUESTIONS ANSWERED IN THIS CHAPTER ARE: - How much emphasis should be placed on closing the sale?
- Why is obtaining commitment important?
- When is the best time to obtain commitment?
- Which methods of securing commitment are appropriate for developing partnerships?
- How should pricing be presented?
- What should a salesperson do when the prospect says yes? When the prospect says no?
- What causes difficulties in obtaining commitment, and how can these issues be overcome?
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