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Use questions to guide the conversation and uncover customer needs from "summary" of To Sell Is Human by Daniel H. Pink
In any sales situation, the key is to engage the customer in a meaningful conversation. This involves asking questions that help uncover the customer's needs and desires. By using questions effectively, you can guide the conversation in a way that allows you to better understand what the customer is looking for. Questions serve as a way to gather information and insights from the customer. They can help you understand the customer's pain points, preferences, and priorities. By asking the right questions, you can uncover valuable information that can help you tailor your pitch to meet the customer's needs. Moreover, questions can als...
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