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Building Your Sales Engine 6: Closing the Deal

For many companies, converting a qualified lead into a closed sale requires the involvement of an actual human, and some degree of actual skill - which can only be acquired through training.

(Oddly enough, even automated systems need training.)

Let's be clear: Product training is NOT sales training. The former involves understanding features and benefits. The latter involves learning how to persuade a prospect to buy. Are those things even related???

Making matters worse is that there's a lot of bad sales training out there. But what do we know? We only make our living at it.

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