Make your customers think with the 'Consequence' question.(Brief Article)
Publication: Marketing to Finishers
Publication Date: 01-FEB-02
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Smart salespeople ask prospects a lot of questions, and one of the smartest questions to ask is called the "consequence question." As the name implies, the consequence question asks the customer to think about the impact of a decision. It can be framed positively or negatively.
Positive: "How much...
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