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Questions That Sell by Paul Cherry

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Influences on Customer Behavior

As a sales professional you understand that decisions are rarely, if ever, made by one person. Companies have safeguards and inhibitors to ensure that determinations are not made until all possible factors are considered. While this may be good for companies, it makes your job more difficult. Your prospective customer must report to numerous people, such as bosses, other departments within the company, colleagues on the team, stockholders, and board members, as well as customers who are dependent on the company to deliver a product.

Just like you, your prospective customers are motivated to improve their standard of living, to upgrade their position in the company, and to achieve the recognition they deserve. ...

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