Of the many steps in the sales process, a lot of attention is focused on “the close.” . Typically, this is cited as the most important step. I have heard it said that a salesperson without a close is just a professional visitor. If you've seen the movie “Glengarry Glen Ross,” you heard the mantra “Always Be Closing.”
This final statement might be closer to the truth. But the sales process begins in the interview with the prospect.
The interview is the most crucial step. Properly executed, it establishes whether or not you have a viable prospect in front of you and gives you the opportunity to close far in advance of your presentation. In fact, if the interview process is correctly done, the presentation will actually be the conclusion of your work prior to that moment.
Recommended For You
Want to continue reading?
Become a Free PropertyCasualty360 Digital Reader
Your access to unlimited PropertyCasualty360 content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking insurance news and analysis, on-site and via our newsletters and custom alerts
- Weekly Insurance Speak podcast featuring exclusive interviews with industry leaders
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the employee benefits and financial advisory markets on our other ALM sites, BenefitsPRO and ThinkAdvisor
Already have an account? Sign In Now
© 2025 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.