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Questions That Sell by Paul Cherry

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The Scenario

Your company, Sheatler Financial, specializes in commercial leasing with an emphasis on providing motor vehicles to companies with outside sales, service, and technical support. Sheatler, like other companies in this industry, is a third-party leasing firm. The leasing industry faces the same challenges as other industries that are commodity driven: Customers shop for the best price.

Sheatler started only ten years ago and already competes with numerous third-party commercial leasing firms, as well as with leading financial institutions. Your company tries to distinguish itself from the competition by offering value-added solutions and superior service. As the sales agent in charge of commercial leasing, you have a good deal of ...

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