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Questions That Sell by Paul Cherry

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Why Qualifying?

Many books on sales and sales techniques put a great burden on the salesperson to close every deal, no matter what. This is a mistake. There will be numerous times when you’ll find that there is simply no sale to be had! By pursuing a sale that does not exist, you risk alienating a potential future customer by making yourself a nuisance. Also, you will be spending your valuable time and energy without getting anything in return. This is why the three-step qualifying process is so important. In a matter of a few minutes, and with some well-constructed questions, you will be able to evaluate whether or not a prospect has genuine interest in doing business with you. You will save time and money, not to mention enormous amounts of ...

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