A direct negative-no question is highly effective for creating interest with prospects.
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Q19: For salespeople,the approach refers to the time
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Q21: By using the SPIN approach,salespeople hope to
Q22: A salesperson asks a prospect,"Who will be
Q23: The three categories into which approach techniques
Q25: While using a nondirective question as an
Q26: Which of the following is a stage
Q27: A salesperson using the SPIN approach should
Q28: Probes help salespeople develop two-way communication with
Q29: After asking a prospect a question,a salesperson
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