Nordstrom’s sales associates are amazing closers. What makes them so effective is you don’t even realize you’re being sold to. One of their secret weapons in the Closing Room.
The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.
Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
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