5 Deal-Killing Mistakes Sales Reps Make on First Calls [Infographic]
By Emma Brudner
Closing is not an activity exclusively relegated to the end of a sales engagement. If done right, a rep should be securing mini closes through the process; for instance, a commitment to another meeting, a pledge to introduce the salesperson to the decision maker, or an agreement to make a decision by a certain date.
If the rep fails to build in small closes along the way, they'll have a much harder time with the big close at the end of the path.