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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 14

Power Questions

CHAPTER OVERVIEW

Using Power Questions to Advance the Sale Toward the Close

Reasons for Questions

Rules for Questions

1. Evoke Emotion

2. Lead with Softening Statements

3. Dig Deeper

4. Identify the Types and Times for Questions

5. Select Five Power Questions

Categories of Questions

1. Qualifying

2. Discovery

3. Objections

4. Vision

5. Commitment

Exercise 14.1. Collecting Questions

Questions define sales pros. Good ones ask good questions. Great ones ask great questions. In this rich chapter you’ll find dozens of questions to use as you navigate your way through the steps of the sale. We’ve broken down the topic into three areas. But the most unique element in this chapter is the focus on my favorite secret in questioning—the ...

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