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The Secret Language of Influence: Master the One Skill Every Sales Pro Needs by Dan Seidman

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CHAPTER 11Questions That Advance the Sale Closer to the Close

TRICK QUESTION What is your purpose in asking questions? I’ll give you a hint: In Christianity, Judaism, and Islam, there is a story about Moses and the burning bush.

Moses thinks it’s amazing. He is gazing at a bush that is burning but is not burning up. Flames are roaring away and the plant remains as green as a golf course. It must be a miracle, and sure enough, God starts speaking. He tosses a question at Moses: “What is that in your hand?”

Now, as the story goes, Moses thinks he has his shepherd’s staff in his hand and even answers the question that way—until God tells him to throw it on the ground and the staff turns into a snake. It’s a very exciting scene; you can look up ...

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