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Questions That Sell by Paul Cherry

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Chapter 2. Getting to Know Prospective Clients

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 leave the relationship. This is true for business relationships as well as personal relationships. In order to cultivate trust and success, as a salesperson 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 that comes your way in the form of answers. Doing so will instill confidence and trust in the prospective clients, the foundation ...

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