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« Seven Steps to Sales Transformation | Main | Pricing Optimization in a B2B World: Value-Based Pricing Comes of Age for Sales »

01/18/2012

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sales training

Thanks for the article. It was motivating and teachable.

If I may, I’d like to elaborate on your point above about missing opportunities during questions/answers.
Effective questioning is the third critical selling skill. There is a direct correlation between the success of a sales presentation and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended questions.

Salestrainingin The Netherlands.

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