How To Ask More Questions To Sell More Prospects
- Topics:
- Account Management
- Tags:
- Pam Lontos,
- Prospect,
- Sales,
- Sales Process,
- Sales Strategy
- Source:
- Pam Lontos
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Overview: From the executive summary: ‘During a sales process, the more prospects talk the more they think they are in control and safe. They remove their own self-imposed barriers by talking. By asking questions, the seller has a sharing atmosphere rather than a selling one. When questions are correctly used, the prospect does not feel grilled by the salesperson; the prospect feels he/she is being taken care of by a friend, a consultant.’ The paper examines the art of asking more questions to sell more in a sales process.
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Format: HTML | Date: Jan 2003 | Pages: 1
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