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Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology by Doug Devitre

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CHAPTER 6

IT’S SHOW TIME! WHAT TO SAY WHEN THE CUSTOMER CONNECTS

Conversation should touch everything, but should concentrate itself on nothing.

—OSCAR WILDE

According to the CSO Insights 2013 Sales Engagement Study, 72.4% of the nearly 500 sales organizations surveyed are using web-based collaborative-meeting technology. However, how sales organizations are using the technology, what they are saying when using technology, and what customers perceive might not be level with expectations moving forward. This chapter will prepare you with the right questions to ask, so you and the customer can make quick decisions when using technology together.

Checklist 6-1  PREPARED QUESTIONS

The best part of giving a speech is that the customers don’t know ...

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