100 ways to improve your sales success

Published September 21, 2010 | By Bman

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this for them. Try to avoid presenting too quickly. Ask questions. Get them talking about themselves and their business. People like to talk about themselves. Encourage this

61. Ask open questions early on in the meeting. Examples of open questions: How did you first hear about us? What made you decide to invest in a Personal Pension? Tell me, what is the best time for us to call and see you? Who else would benefit from being at our meeting?

62. Closed questions give us specific information. Examples of closed questions: Did you remember receiving our literature? How old are you? Do you still live at 25 London Road?

63. Follow up questions explore areas in more depth. Examples of follow up questions: So, you changed suppliers last year. Why was that? You say you weren’t happy with the service. What happened? You mentioned

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