Questions are pertinent and essential during the qualifying phase of a sales presentation, however, questions are still valuable tools during all phases of the selling process.
Last month’s column, “Good Store, Bad Store!”, was a take-off of a three-part column written years ago that received a tremendous positive response with most owners seeing themselves as a bad store.
Every once in a while I have to remind myself what a lucky guy I am: I have a wonderful wife, Anne; great family and friends; a comfortable life and my health.
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