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Kelly Mallozzi, principal, Success.in.Print, Chicago, agreed that all salespeople should practice asking the right questions and then allowing customers to speak. "We need to ask better questions," she said. "And the most difficult thing for salespeople is to ask a question and then keep their mouth shut. What we tend to do as salespeople is ask, 'What's most important to you? Is it this? Is it this? Is it this?' What we actually [need to] do is to shut up and let them say it."
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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