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Questions That Sell by Paul Cherry

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Comparison Questions

Another type of question in your tool kit should be the comparison question. As you have probably guessed from the name, comparison questions use some variant on the word compare, such as contrast, differ, whether, or versus. Comparison questions are slightly more sophisticated than expansion questions, and they require some more thought; however, the benefits of comparison questions outweigh any time put into creating them. A comparison question can open up several avenues for discussion, including:

  • Time. Comparison questions can uncover events in the prospective customer’s past, as well as what he hopes for in the future. A comparison question can also help you identify those issues that are pressing concerns, as well ...

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