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Strategic Questions

The Most Powerful Tool in Sales

Besides gathering information, strategic
   questions
are a salesperson's best tool for:
          • 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
. . .which is very different than just probing for needs.

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