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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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11

Alien Encounters:

Questions for the First Meeting That Get Buyers to Open Up

DEVELOPING ANY RELATIONSHIP is a process, something that takes time and effort. Trying to force or manipulate a relationship into a specific time frame can backfire and cause one or both of the parties involved to quit the relationship. This is just as true for business relationships as for personal relationships. In order to cultivate trust and success, you need to invest time in the process by asking the right questions of your clients and prospective clients.

Just as important as asking questions, however, is being patient and listening to the rich information ...

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