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Questions That Sell by Paul Cherry

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Chapter 9. Putting It All Together

THIS BOOK HAS INTRODUCED YOU to numerous tools you can use to increase the quality of your business interactions and build real relationships with your customers. Now you will practice using those tools together. As you go through the exercises in this chapter, notice that there are no hard-and-fast rules regulating the order of questions; for example, you might find that opening with an educational question will work in some instances but not others. The key to using these questions lies in listening to the customers and then responding to their concerns, ideas, and frustrations.

Instead of using an example of one of the salespeople introduced in previous chapters, this chapter focuses on you. You will be ...

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