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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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CHAPTER 8

From Captivation to Cultivation

Closing a sale is like popping the question. You wouldn’t ask someone to marry you if you didn’t expect her to say yes. You not only expect a positive answer but you plan for it as well. You expect a yes because the timing is right and both parties are ready to take the next step in the relationship. Selling should be the same way. Great salespeople expect people to do business with them. They expect to sell. Average salespeople hope to sell.

That seems like a minor difference, but it’s actually quite significant. It is this quiet, but very evident, confidence that is contagious and is an unconscious factor in making the sale and building relationships. Even though you expect a yes, you still have to ...

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