Questions are pertinent and essential during the qualifying phase of a sales presentation, however, questions are still valuable tools during all phases of the selling process.
“Now let’s see. We’ve been together about 30 minutes. I can tell you know nothing about me, my home, my lifestyle or what I like. What was it you were trying to sell me again?”
A few words about samples loaned out to customers: There is a lot of disagreement as to whether sending samples home with the customer is in the retailer’s best interest.
