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It's designed for emerging business leaders and innovators that want a masterclass in entrepreneurship. The Rebound Close uses the opportunity of a buyer request (or even an objection) to force a commitment to get what you want and to move on to the next stage of the sale. When open or more attempts at a indirect close fail, the salesperson uses the direct approach. Russell S. Sobel is a professor of economics and James Clark Coffman Distinguished Chair in Entrepreneurial Studies at West Virginia University, and he was founding director of the Entrepreneurship Center there.

Two notable twentieth-century economists, Joseph Schumpeter and Israel Kirzner, further refined the academic understanding of entrepreneurship. Prospecting , if well done, puts the salesperson in the proper frame of mind for the close. By creating natural steps in the negotiation process which require prospect buy-in, and not moving on until they are happy with each of these steps, the closure will feel more natural and less daunting for you and the prospect when the ‘big question' comes. Steli has been sharpening his teeth in the world of inside sales for over a decade, having grown multiple seven-figure startups, including So much of his success with inside sales is due to his philosophy on following up-never considering a deal dead until he's gotten a very clear no from a prospect.

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