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	<title>The UnNatural Salesman &#187; Asking Sales Questions</title>
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	<description>A Sales Training Resource for Sales Professionals</description>
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		<title>When All Else Fails</title>
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		<pubDate>Thu, 10 Sep 2009 13:00:45 +0000</pubDate>
		<dc:creator>Dee Haskel</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Asking Sales Questions]]></category>
		<category><![CDATA[Customer Communication]]></category>
		<category><![CDATA[Trail Closes]]></category>

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		<description><![CDATA[You’re at the end of your rope.  You’ve presented your value to the potential customer and he’s still not buying. You’ve presented quote after quote, and he’s still not buying. You’ve invested countless hours on this potential customer, and he’s still not buying. Now is NOT the time give up. It’s the time to have a frank and honest discussion with the prospect as to what you haven’t provided to help him with his business. Asking the right questions will either get you an honest answer….or the smack in face reality that it’s time to put this prospect aside and move on. Never under any circumstances burn the bridge! No point in getting hostile with the person who’s not buying from you. Tomorrow that person may be influencing another company that you’re trying to work with and you will lost all opportunity because of a previous “thing” that happened.
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