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Questions That Sell by Paul Cherry

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When to Use Lock-On Questions

Just like the other question types introduced in this book, lock-on questions are not designed to be used continuously in a meeting. A conversation generously peppered with lock-on questions would seem false and uncomfortable for a customer and would not allow you to follow the logical progression of the meeting. Owing to their personal nature, lock-on questions should also not be used at the very beginning of a relationship. A customer faced with lock-on questions after just meeting you might think you are being insincere or even sarcastic. Lock-on questions used too frequently can also make a customer feel as if he is being interrogated. You must make sure that you understand these conditions and rules before ...

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