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The Art of the Probe

There is so much emphasis placed on probing, but so little time spent doing it. I have video taped over 1,000 sales interviews and only one person had an accurate perception of what percentage of time he spent actually probing and listening. The other 999+ felt they were asking and listening over 60 percent of the time. In actuality, they were talking over 70 percent of the time.

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Alexandria VA 22314
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fax: 703.683.7556
email: info@iiaba.net

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