When you are selling yourself or a product, you need to ask the right questions. The goal is to not talk the whole time, but to guide the questions in a way that they reveal the right information to you with little effort. You need to be able to prepare yourself by doing your homework before the meeting. You will need to know What you are going to ask, Why you are asking the question, and How you will ask the question. The point of this is that any question you ask can be tweaked slightly to get more information from your prospect. As a sales professional, you need to uncover the prospects needs before you can give a proper presentation.
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