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Questions That Sell by Paul Cherry

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Interpreting Prospective Customers’ Answers

Here are some of the things you should be looking for in a prospect’s answers before you expend time and energy working on a proposal, making a presentation, or mailing a prospectus.

Can Your Prospect Articulate Her Needs?

Any response to a question about needs should tell you if the prospect has a good working knowledge of the problem and if she has researched possible solutions. If she does not, this may indicate a lack of interest in your service. Or, it may be that you are speaking to the wrong person. If this is the case, your task as the salesperson is to locate the individual who has to deal with the problem and has a vested interest in its being solved. After speaking with the person closest ...

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