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Originally Posted by MitchM
I used to ask that question too. Over time I realized I was slowing myself down and also producing resistance - not what I expected I was doing at all.
When I eliminated that question resistance went away and my sales increased. When I told my sales team to do the same those who did what I told them to do also began to become more successful and those who didn't didn't.
If someone can be successful asking that question then he should use it.
MitchM
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I think it comes down to how it is delivered to the prospect. I rarely get resistance when I am honest with the prospect and show a true interest in understanding their needs.
The problem with not asking the question is that you are accepting defeat without really understanding "why the prospect is not interested". Asking the question does not only open the door for more opportunity with the prospect but could also help you understand potential problems with your products or services based on the prospects perception.
Regardless, your statement
"If someone can be successful asking that question then he should use it
" was well put!