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Questions That Sell by Paul Cherry

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Other Uses for Vision Questions

Vision questions do not only serve as the second half of impact questions. They can be used by themselves when it seems that a customer has already come to the Have To stage of commitment and does not need to be convinced with impact questions. Likewise, vision questions can be a way to salvage a conversation in which impact questions were not as effective as they should have been. Furthermore, generalized vision questions can be used during other parts of a meeting to determine the motivations of a customer. For example, sometimes customers are not as free in expressing their frustrations and concerns as those in the above exercises. A customer who seems standoffish and aloof might open up if asked a vision question. ...

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