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Are you struggling with how to close a meeting? Well, remember: one at a time is best.

Are you a hunter or a farmer? In the sales world, those two terms describe the strategy a sales rep uses to close deals.

It's so easy for us to get swept into the idea of getting larger and larger attendance to our demos, but that's often a mistake because in large audiences, it's very hard to identify the champion or even the anti-champion. 

You shouldn’t ask for the order until the time is right — but you should ask for incremental commitments.