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5

Opening the Floodgates:

The Power of Expansion Questions

SOME BUYERS NEED no prodding to tell you their whole life story. But most are guarded with salespeople. We’ve all had the experience: A sales conversation that reveals little or nothing about the buyer or his needs. Or a conversation that runs out of steam, leaving you casting about for a way to get it going again, or shifting into product-pitch mode just to fill the silence.

The more you can get buyers to reveal, the more likely you’ll find a way to help them. And when buyers reveal to you things they haven’t shared with any other salesperson, you gain an incredible competitive ...

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