CHAPTER
9
Try It Yourself:
A Sales Scenario to Sharpen Your Questioning Skills
THIS BOOK HAS introduced you to numerous tools you can use to increase the quality of your business interactions and build real relationships with your customers. Now you will practice using those tools together. As you go through the exercises in this chapter, notice that there are no hard-and-fast rules regulating the order of questions. For example, you might find that opening with an educational question will work in some instances but not others. The key to using these questions lies in listening to the customers and then responding to their concerns, ideas, and ...
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