Chapter 4. Getting Your Customers Talking: Expansion and Comparison Questions
THE VARIOUS TYPES of questions introduced in this and the next three chapters will provide you with a kit of helpful tools to use throughout the selling process. Expansion questions, comparison questions, educational questions, lock-on questions, impact questions, and vision questions will enable you to address the various influences on your prospective customers’ reactions. Once you have learned how to formulate these questions, you can introduce them into your repertoire and maximize your business interactions.
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