When using the T-account close,some salespeople discuss the reasons not to buy first,followed by the reasons to buy.
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Q26: Research shows that the summary of benefits
Q27: Using too many closed-ended questions can result
Q28: A salesperson should attempt the close when
Q29: Some prospects view the continuous-yes close as
Q30: The use of a multiple-close sequence increases
Q32: A T-account close is based on the
Q33: "I can defer the billing until the
Q34: While working with a customer at your
Q35: The minor-points close is similar to the
Q36: The prospect is likely to be in
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