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Questions That Sell by Paul Cherry

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Responding to the Answers: The Three-Step Qualifying Process

Use the following three-step process to determine whether or not you have a real sales opportunity. This process will save you time and money and help you avoid frustration.

Agree

Find something in the response to which you can agree. Although this is a pretty basic strategy, you would be surprised how many salespeople cut corners or overlook this step. This is a way to connect with someone on a very basic level, and it gives acknowledgment to the prospect. It also buys you time. But remember not to stop here!

Clarify

After agreeing to some part of the prospective customer’s initial statement, get as much detail as possible about the response. Ask one or two questions to gather information ...

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