Do These Questions Really Work?

As a consultant, I deal mostly with salespeople who sell products and services in the business-to-business market. This means two things: The lessons I am teaching you have been tested and used by thousands of top-earning salespeople in the country. These techniques work, but they take time and effort to learn. If you are looking to create and sustain lasting business relationships with your customers in a way that sets you apart from everyone else in your industry, then you will no doubt benefit greatly from the advice I have to offer.

An excellent salesperson not only must be an expert in her field but also must be willing to embrace the role of “business shrink.” What do I mean by “business shrink”? This is ...

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