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Questions That Sell by Paul Cherry

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Expansion Questions

Among the several types of questions that you should use to engage your prospective customers is the expansion question. This question type develops your basic fact-seeking request into a probing question that elicits more detailed information. Expansion questions allow you to sit back and let the customer do the talking.

Ordinary Questions Transformed into Expansion Questions

Ordinary: “Who is the decision maker?” “When will you make a decision?” “What is your time frame?”
Expansion: “Walk me through your company’s decision-making process.” Here one expansion question takes the place of three ordinary questions.
Ordinary: “Are you satisfied with your current system?”
Expansion: “Share with me your level of satisfaction ...

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