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54 Golden Nuggets: The Best of the Telephone Doctor by Nancy Friedman

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Questions Are the Answer

We all ask questions. And when we ask the right way—and the right questions—we can get the best answers.

J. Douglas Edwards, a master sales trainer from years ago, now deceased, made the statement “Questions are the Answers.” And we so agree with him. To get the right answers, we need to ask the right questions. And there are various types of questioning techniques.

It’s like your mother said, “It’s not what you say, but how you say it.” The Telephone Doctor has defined six questioning techniques to help you get the right answers.

Every salesperson knows that, as Mr. Edwards said, questions are the answers. As salespeople, we are taught to ask questions—to talk less and listen more. One of the best ways to listen more ...

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