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How Will This Buying Decision Be Made?
Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business?
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In The Field:
Veteran salespeople are often astonished (and a bit embarrassed) by the brave new world that opens up to them after they learn to ask the Best Questions.
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