... terms of use. ing decisions. Remember, the decision to buy is only the first step of the close. It is better to close twosmaller sales than to have one big sale slip away be-cause the customer’s ... Tech-nologies, the CEO put more pressure on the sales force, the company offered deep discounts, and they flooded saleschannels with products. The result: The CEO ordered the VP of sales to retire, the ... attitude toward the job of “reselling the sold customer.” Because of a newbudget directive, the customer’s boss often will veto apurchase order after it has been signed. Save the sale MASTERING THE...