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A salesperson can have an excellent product, a polished presentation and years of experience, but if they spend most of the sales conversation talking, they may be missing the most important information they need to win the business.
Great sales conversations depend on quality questioning. Not questions for the sake of asking questions. Not a checklist of questions that every prospect gets asked. And not questions designed simply to move the salesperson towards a pitch.
Quality questioning is about understanding the customer well enough to have a meaningful commercial conversation.
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