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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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20

Shots in the Dark

Voice Mail and Email Questions

ITS TOUGH TO craft good questions to leave as messages on people’s voice mail and email, but it is not impossible. In other sales situations, questions are used to spark a dialogue: You ask a question. The buyer’s response leads to another question, and so on.

In voice mail and email, there is no dialogue—at least not in real time. It’s all one-sided. You’re sending a message into the dark and hoping it will create a spark of interest.

So the purpose of the question is much different. Especially with voice mail, you’re unlikely to get a response. Your goal is to prompt the buyer to take ...

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