January Discussion Topic: Loaded Questions
By Conrad Elnes, Chairman of STI International - 01/04/2010
Your response to a loaded question is often the silent killer of a
sale. Review past sales that seemed ready to close and then
silently slipped away, and you are likely to discover that your
answer to a single loaded question provided accurate
information while the buyer wanted an entirely different
response. Discuss the learning points in this Topic at a sales
meeting and you will help prevent future lost sales.
Enjoy!
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