How does sequential closing work? The basic idea is that the salesperson gradually, step by step, makes the prospect agree with partial aspects of his or her offer during the business meeting / sales call. This technique keeps the client from not saying anything negative throughout the meeting only to reject the proposal at the very end; the salesperson does not know when and why refusal happened. The technique of gradual closing is so efficient that it is surprising how many salespeople don't use it.
