"The Skill Of Quality Questioning" by Dave Kahle

"There are several different ways to look at your job as a salesperson. One way is to be a communicator of features of your product. But a better way is to be a consultant to the customer. In other words, to uncover the customer's deeper needs and basic motivations, and then show the customer how what you have meets what they want. And that boils down to the ability to ask good sales questions."


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