marketing & sales: Are You the Weakest Link?
Avoid asking the wrong sales questions
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During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions—high-value, high-impact, penetrating questions. One person spoke up and said, "When I'm talking to a new prospect I like to ask, 'What do you know about us?'"
An uncontrollable groan escaped when I heard this. But it got me thinking, what other ineffective questions are salespeople asking? Here are a few that I've heard over the years and still continue to hear.
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- Kelley Robertson
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