Tuned In

Constantly ask yourself, "Do your questions clarify customers' and your ability to achieve their goals?" Anything but a yes answer serves no business purpose. Your listening and questioning skills are invaluable tools in making sure you get to yes answers. The next two chapters explain how they make sure you conduct every step of the four selling phases in the most productive manner that fits your style. Most important, they will help you exceed the measurable expectations of customers.

Satisfied customers, high-value sales, and long-term relationships—all because you question how you listen and you listen to how you question.