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Questions That Sell by Paul Cherry

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Manufacturing

Although customers do not always believe salespeople, there are many times when we can see things they cannot. As outsiders we have that advantage. I cannot count how many times I have tried to warn a client against doing something that I knew would cost him money, but he did it anyway. Sometimes our customers can be very stubborn; once they make a decision, they do not want to hear any of the negative consequences that might occur. But it is as outsiders that we can bring value to our customer relationships.

Let us look at another example: Lois runs a motorcycle assembly plant in the Midwest. The plant customizes motorcycles for stores throughout the country; it is a small but lucrative operation. Lois has decided to switch from ...

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