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Building Your Sales Engine 6: Closing the Deal

No matter how many salespeople we interview, we've consistently found that 90% have never taken a professional sales training course, or even read a book about proper selling techniques.

How is that even possible?

The reason it happens of course, setting aside the old wive's tale about good salespeople being born, not made, is that most companies don't insist that their salespeople actually get sales training. Most, instead, assume that product training is sales training, although nothing could be further from the truth.

Think of it this way: Product training is appropriate if you're going to describe a car; sales training is appropriate if you're actually going to drive it.

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