What Do I Expect from You?
Building real relationships takes time and energy. You should imagine your sales repertoire as a toolbox in which you already have the basics. As you learn the different question types presented in this book, you will be adding new, specialized tools to the existing set. Once you have added these tools, however, you must remember to use them correctly. For example, if you try to remove a screw with a sledgehammer, you will not make much progress and you might ruin the wall while you are at it. Instead of jumping in with the first tool you see, take time to assess the situation and plan the best course of action. If you use the strategies in this book halfheartedly, they will not be effective; the various types of questions ...
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