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They help you gather information, qualify prospects, and establish rapport and credibility. And they're much better than another tired sales pitch. But open-ended questions can backfire if you use them too early.
Set your stopwatch—you have 30 seconds to win that hot new prospect's attention. What's your approach?
As Dale Carnegie once said, "People do things for their reasons, not ours. So find their reasons." Instead of trying to persuade people to buy what you're selling, get them to reveal their beliefs to you. There's no better way to convince.
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