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When I was a very young sales associate, one of my trainers tried to teach me his self-proclaimed “ultimate closing technique.”

The set-up is that the prospects are somewhere between a yes and a no. My trainer had a foolproof technique for getting someone to give you the answer you need. It goes like this: “Mr./Ms. Decision Maker, we’ve been talking about this for a little while now and I feel like we’re making progress, but I want to be sure I’m not missing the signals. My question is, is this a slow yes or a slow no?

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