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Cheryl A. Clausen's Articles in Sales Communication
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Sales Techniques: Are You Asking the Right Questions?
Frequently the questions you ask are either way too general or way to personal to get a good response. You can tell you're asking the wrong questions when you and your prospects feel uncomfortable with the questions you're asking. When you ask the wrong questions the prospect withdraws and you have a very stilted conversation leading to either a "no" or "not now". In contrast, when you ask a good question the prospect acts interested and responds with a well thought out genuine answer. Plus they relax and open up willing to tell you more.
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