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Selling Above and Below the Line by William Skip Miller

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CHAPTER1

Boring or Engaging:How Do YourQuestions Measure Up?

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YOU PROBABLY ALREADY HAVE a number of questions you ask your clients during a sales call. Typical questions include:

•  What do you know about our company?

•  How can we help you?

•  Whom are you currently using?

•  How long have you been with your current vendor?

•  What do you like about your current vendor?

•  What do you dislike about your current vendor?

•  What’s your average volume?

•  What are your goals?

•  What are you paying now?

•  What if I could give you the same/better/similar solution for a cheaper price? Would you be interested?

•  Do you have a budget?

•  When are ...

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