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« When New Sales Hires Fail, Try, Try Again | Main | Winning Best Practices for Salespeople »



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Thank you for this article. I have found that questions are the key to sales power. The more questions you can ask to draw your sales presentation out of the prospect the better. One thing I have done that works really well for me is to take my entire sales presentation, break it into paragraphs, then select the main idea for each paragraph, then ask how can this be expressed as a question. Then when I'm with the prospect I ask the questions and let them do most of the talking. Naturally I will add a few things here and there for clarification but I find that this method really helps them feel understood and valued. In the end they sell themselves and the decisions to buy come from them. Thanks again for the article

Douglas Vermeeren

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