6.8. Summary of SHAPE and tools to assist your learning
Mastery of SHAPE questioning is the key difference between a good salesperson and a truly great relationship builder. It is the skill that maximises the value that you give to your buyer in every interaction between the two of you.
Reading this book is the start of a learning process. To master the skills, such that asking the right type of question at the right point in the meeting becomes second nature, takes time and practice.
We recommend a three-stage process towards mastery:
Observe and listen to others. Learn to identify the different types of question in the SHAPE process. Note down the good examples that you hear. Write your own examples.
To set you on your way you will find some ...
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