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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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25

Presentation Questions

How to Keep Buyers Awake, Engaged, and Wanting to Hear More

HAVE YOU EVER sat in a presentation where the salesperson just drones on and on—who they are, what they believe, how many years in business, a map showing their many locations, customers they’ve served, products they offer, features, benefits, blah, blah, blah? You’re looking at the time and thinking about all of the things you need to do. Finally, the salesperson wraps up and says, “So, any questions?”

You think to yourself, “Please, no.” You just want it to be over, and you hope nobody drags it out. So you quickly bring closure. “Great presentation,” ...

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