_Any element of doubt at the final stage will almost surely delay or
kill the salesman's chances to close successfully._
[Sidenote: Make Sure of A Good Batting Average]
Recall once more that the measure of success in selling is not 100% of
closed sales; every possible order secured and none lost. _Success is
made certain when failures are reduced to the minimum and successes are
increased to the maximum of practicability._ There can be no question
that if you use the _right processes_ in closing, your chances for
success will be so greatly increased that your batting average of actual
sales should take you far above the failure line. Your career as a
salesman involves _continual_ selling. You must make sale after sale.
However skillfully you employ the right process at the closing stage,
you may not accomplish your purpose the first time you try. _But if you
keep on selling your services in the right way, you will be as
absolutely certain to succeed as the master salesman of "goods" is sure
of closing his quota every year he works.
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