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Questions That Sell by Paul Cherry

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How Impact Questions Encourage Change

Most people are reluctant to change unless their situation demands it. Even when people face a problem, they usually try to just deal with it instead of looking for a way to solve it. It is easier to avoid the proverbial pothole than to fill it. So, as a salesperson, your job is to use questions to highlight a customer’s problem and help your customer discover for himself the magnitude of the problem.

Too many salespeople jump on their customer with a solution as soon as the customer mentions a problem. If you do this, you will deny the customer her time to vent. Let your customer have as much time as she wants to lament her situation. Ask questions about how the problem is impacting her job, her department, ...

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