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4 v Calendar Details Explain why talking with buyers rather than talking at buyers is critical to success in selling. Discuss how salespeople use effective

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Details	Explain why talking with buyers rather than talking at buyers is critical to success in selling. Discuss how salespeople use effective questioning to maintain subtle control over the buyer-seller communication dialogue. Distinguish between open-end and closed-end questions and describe how each of these question formats might best be used in the trust-based selling process.

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