Chapter 10. Negotiating the Close
BLARING TRUMPETS, screaming guitars, or frenzied violins can signal the crescendo or high point of a musical performance. They can also be the ending, or cadence, that is, a blaze of glory finale, perhaps. Other compositions go past that peak of excitement and follow with a winding down to a musical resolution. This puts the listeners in a relaxed and content state as they leave the performance hall.
Sales, as a profession, often attracts people who love the rush and high of the close, the final culmination of prospecting, planning, and managing the customer-selling process. This is a good thing as long as the customer is left with the same excitement about the purchase decision after he or she is no longer ...
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