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Questions That Sell by Paul Cherry

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Questions to Uncover Problems

How many prospects have you called on who were clueless about the problems they were facing? How many were in a state of complacency about their problems? Or in survival mode? Or hoping that if they could wait it out long enough, the problem would eventually fix itself?

I love finding problems because that means uncovering opportunities. It helps to keep in mind that customers are more motivated to fix their problems than to pursue pleasure. This means that you should dig for problems whenever you can. People are too busy in their everyday lives. They have no time or energy left to step back and assess the actual state they are in because they are caught up in their day-to-day struggles. That is why great salespeople ...

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