The Art of Closing a Sale by Jordan Hwang

- even after qualification, demo, and evaluation are passed, how one needs to successfully handle objections, leverage urgency, and navigate to a win-win to actually close a sale.
- objection handling with LAER - Listen, Acknowledge, Explore, Respond
- Framework to getting to a close
- understanding your prospect’s landscape, their buying process, case studies, leveraging urgency, and effective negotiation