How to encourage customers to invite you to close the sale

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What’s your goal in any sales presentation? Isn’t it getting the customer to “invite” you to close the sale?

Getting that coveted invitation is about gaining your customer’s full participation toward a shared objective, says consultant and sales coach Ronald Karr.

Sounds easy but isn’t. For most decent salespeople it happens occasionally. But the very best somehow manage to get “invited” over and over again. How do they do it?

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