Closing the Sale You are interested in discovering what your commissions may be for the next few months, just from Lee Bizons former accounts. To do this, you review the information on each contact. You can estimate each months likely sales by multiplying the Dollar Amount field number times the Likelihood field percentage number. An 80 percent chance of a $100,000 sale is a forecast of $80,000 in sales. If the Date Close field for several accounts is 12/31, you can calculate the sales for that month (December) by totaling the forecasts for each account. For an estimate of your commission income, multiply each months forecast by 10 percent. Lee did not show that any forecasted sales were 100 percent. Lee recognized that the sales might not close, the amount anticipated (Dollar Amount) might not be achieved, and the close might not take place during the month projected. Lee knew that these prospects would not close themselves; certain steps would have to be taken to increase the possibility that the prospect would place an order. To collect your commissions, you have to discover the steps most likely to close these sales. Questions

14-21 Should you anticipate a closing problem with Lakeside Clinics manager, Dr. Jeff Grays lack of knowledge about networks? What kind of close should you prepare to overcome this problem, if it occurs?