Questions are the sales professional’s most powerful tool in building trust-based relationships in which he or she helps the prospect find a valuable solution. Properly used, questions result in the prospect doing the vast majority of the talking in the sales interview. If the right level of rapport is achieved, and the right questions are […]
Working to make a sale or otherwise win someone to your way of thinking? Encountering resistance or an objection is just part of the journey. How you handle it will determine whether you are to succeed in influencing the other person or be rejected altogether. An old (let’s instead call it “time-honored”!) model for handling […]
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