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Selling to Anyone Over the Phone by Karen Robinson - CEO of PrimePoint Media, Sandra McKee, Renee P. Walkup

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Questions Deepen Relationships

As you are asking well-thought-out questions, your customer is most probably impressed with your ability to pin down her greatest challenge that your product will solve. In addition, your customers are used to being “talked at” by your competition regarding how great their products are. You will rise above the fray by deepening your customer relationships and asking more strategic questions. However, you need to ask the right questions.

Avoid the Wrong Questions

If you ask the wrong question or ask a too-personal question too soon, customers will cut you off, and you will never get back in again. Think of it like this: If you were to purchase a new refrigerator and the salesperson asked you how much money you ...

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