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Some people wonder why I spend so much time talking about the type and quality of questions salespeople ask.

The reason is simple — so many salespeople put so little thought into their questions! And their sales motivation and profits reflect this neglect.

If you have not put the time and energy into making sure you are asking the right questions and follow-up questions, you need to kick things up a bit.

Questions are crucial — in fact, they are one of the most important communication skills you need to develop.  Consider these resources to refine and improve your questioning skills:

Short Questions Get You Long Answers

Write Out Your Questions Beforehand

Shut Up and Sell

Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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