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Ask different questions. Start by asking questions that don’t include “Ahs” and “Ums.” It’s something that’s almost impossible to do when your questions aren’t prepared prior to the sales call. A clear indication what you’re asking isn’t a very good question, is when you ask a question and the customer responds “What do you mean?” The whole concept of asking fabulous open-ended questions is what good selling is all about. The better the question, the better the response will be.
Peter Collins
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