QBS Live Mondays: Selling Intangibles
October 12, 2009 by QBS Research, Inc.
Filed under video
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Strategic Questions
The Most Powerful Tool in Sales
Besides gathering information, strategicquestions are a salesperson's best tool for:
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• Piquing Customer Interest
• Establishing Credibility
• Understanding Requirements
• Creating a Sense of Urgency
• Qualifying Opportunities
• Competitive Differentiation
• Negotiation / Positioning
• Escalating to Decision Makers
• Securing Commitments / Closing Deals
• Maintaining Margins
• Getting Leads / Referrals
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