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Asking the Tough Questions

The best salespeople know their clients. They know more about clients than their competitors know. They know how to ask questions that go beyond product needs. They know how to listen and drill down. They ask questions that allow them to understand their client’s strategic objectives and personal needs and aspirations. Gaining this kind of client information requires the ability to ask questions that can be challenging to ask, questions about the decision-making process, budgets, how the client feels about your solution, organization, and you, how they feel you stack up to the competition, and “sensitive” questions that have the potential, if asked in the wrong way, to offend the client. Here's how to ask them....

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