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Hal Becker’s Ultimate Sales Book by Hal Becker

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LESSON 17The Magic Question

The magic question is a must for any person in sales. It’s probably the most important tool in the salesperson’s bag. The problem is that not many people know about it.

To understand the idea behind the magic question, one must go back to the basics and understand the concept of selling. You’ve heard this before: selling is asking, not telling; it’s listening, not talking. If you have been trained to just present your product or service, scrap everything you’ve learned. Take the training books you’ve been using and anonymously donate them to your competitor’s company. Then start over.

What is the magic question? I’m going to answer that question with another question. “Will you tell me about the ongoing sales training ...

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