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BSS: Great Selling Skills by Bob Etherington

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The eight laws of questioning

Whilst asking a question probably appears to be an extremely basic exercise with little or no built-in difficulty, asking the wrong type at the wrong moment (usually too early) in the sales process, can actually make a sale less likely. Yes, a question is generally preferable to a statement but being able to finesse your questions correctly will place you a million miles ahead of most other Amateur Persuaders ... I am going to show you how to do it.

OK? Here goes ... Every time you ask a question you need to bear in mind that there are eight basic rules which control the art and science of asking persuasive questions. By sticking to these rules you will increase the likelihood of successfully getting your customer ...

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