Get the prospect to talk and he or she will have an immediate--and crucial--sense of empowerment.
Using questions is the best way to elicit the information you need and to put customers at their ease. The right questions when calling to set an appointment will tell you whether a prospect is worth your time and resources.
Questions that clarify information during the fact-find will also demonstrate that you are "in touch" with your prospects and prepared to deliver on all agreed-upon conditions to a sale.
Ask enough questions and the prospect will sell themselves!
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