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4 steps to flawless interviews

Stop focusing on closing; it's the interview that makes the sale happen.

By Fritz Koehler, CIC, CRM | Updated on July 11, 2014

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.

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