Closed questions usually help paint the broad strokes of a situation,whereas open questions help zero in on specific problems and attitudes.
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Q1: Ultimately,the goal of every salesperson should be
Q3: Experienced salespeople attempt to uncover a prospect's
Q4: In the FEBA (features,evidence,benefits,agreement)approach to sales,salespeople mention
Q5: In the context of a sales presentation,a
Q6: Closed questions encourage prospects to open up
Q7: If a salesperson makes a negative first
Q8: Need payoff questions are essentially problem centered.
Q9: In the context of a sales presentation,one
Q10: When Mike,a sales manager,tells Ruth that she
Q11: When using the compliment opening,a salesperson must
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