"The victorious strategist only seeks battle after the victory has been won, whereas he who is destined to defeat first fights and afterwards looks for victory." Sun Tzu 300 BC I hesitate to quote Sun Tzu's classic Art of War because it reinforces the analogy that business is like warfare, an assumption to which I don't subscribe Read More...
Brian Tracy wrote a book devoted to closing techniques, The Art of Closing the Sale. Tracy has written a thorough and focused handbook on the most important concept of old school selling: techniques for closing the sale. It covers two dozen techniques, the sandwich close, the secondary close, the walk-away close, the today-only close, the porcupine close, the sharp-angle close Read More...
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