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Question marks (Image: Thinkstock) The purpose of meeting with prospects is to recognize and understand what’s going on with them. That takes getting them talking about what they know best:  themselves. (Image: Thinkstock)

When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re so focused on getting prospects to buy they don’t engage them. That takes asking lots of questions.”

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