Have you noticed that the best salespeople are usually subtle? They have a way of moving through a discussion that is conversational in tone, but focused in purpose. Some are so good at it that you don’t even notice if you are involved in the discussion. ManageSmarter.com offers up an article with a direct analogy of sales questioning – comparing it to dating. What I appreciate is the author’s description of how salespeople are trained to ask leading questions. This is not a subtle approach as you will see from his example in the article. The primary issue here is that you lose rapport quickly when you go down this… Read More
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