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Best Practice #44 – Is good at asking questions as a means of facilitating every step in the sales process.
A study published a few years ago identified the top five behavioral characteristics of the superstar sales people. Number two on the list was this: They ask better questions. Amazing. Of all the possibilities for ways that the superstars differ from average sales people, who would have guessed that they excel at this fundamental communication skill. Everyone can ask questions, but they ask better questions.
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