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Unformatted text preview: Asking the right questions through conversation convinces the customer they need and will benefit from the product. The focus is asking the right questions. From the start of the selling process, the sales person must ask “yes questions” that help convince the customer that they need the product, then in turn lead to them closing the sale. The ultimate goal is to get the customer to say yes to buying the product. Mcgowan suggests using at least four “yes questions” and then using the closing question. Questions such as “Would this product make your life easier?” or “Is this cheaper than what you’re currently using?” help lead to the closing question of “I hope I answered all of your questions. Would you like to start the checkout process?” This questions method helps to engage the customer throughout the entire sales process. It also helps to increase the success of closing the sale....
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- Fall '10
- Sales, sales person, Tristan Mcgowan