Chapter 10Great Answers for Prospects

There's a thought-provoking sales expert in the professional-speaking world who typically interacts with his audiences like this: “Put your hand in the air if you're in sales!”

As he speaks to business-focused audiences, a number of hands typically go up. But quite a lot of hands remain still.

He then has a provocative message for those who didn't move. He says they were wrong not to have raised their hands. Why? Because he insists that everyone in business is involved in sales in one way or another – or they should be.

The speaker is Steve Clarke.1 He has a powerful realistic point – relevant to anyone who can get questions about potential future business.

Think about it. If you're running your own company ...

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