3/11/2013

Focus on asking questions to determine whether sales prospects have potential as a customer. Keep asking questions to determine whether a prospect will be interested in buying your product, Roger Daugherty writes. You might have an opportunity to make a sale if the prospect is unhappy with his or her current supplier. But even if the prospect is satisfied for the moment, there might be opportunities in the future. "Often when a customer says 'I don't need this,' she may really mean 'I don't need this right now,' " he writes.

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