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Consistent followup is key in closing sales from "summary" of The Psychology of Selling by Brian Tracy
The most important factor in successfully closing a sale is consistency in following up with potential clients. Many salespeople make the mistake of assuming that a single interaction with a prospect is enough to secure a deal. However, research has shown that it typically takes multiple points of contact before a sale can be finalized. By maintaining regular communication with a prospect, a salesperson can build trust and credibility, which are essential in overcoming any objections or concerns the prospect may have. Following up also demonstrates to the prospect that the salesperson is committed to meeting their needs and providing value, which can help differentiate them from competito...
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