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Articles Tagged - DiscoveryQuestions

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    March 13, 2014

    To Engage Your Buyer, Sequence Your Questions Properly

    15 Questions Sales Professionals Should Be Asking

    Are your questions drawing your buyer closer to you or making your buyer back away from you? It may depend on the order in which you are asking questions. Adjusting the sequence of your questions can make a difference in how the buyer responds.    Early in a buyer/seller relationship, questions that seem sales-focused cause mistrust. A buyer recoils when questions seem to be some form of entrapment. By contrast, buyers open up and trust develops when a seller starts with buyer-focused...Continue reading

    By Deb CalvertPosted in Sales & Business Development on March 13, 2014

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