Getting Inside Your Prospect's Head

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Suppose you get an unexpected call from a prospect who says he’s interested in replacing his building’s HVAC system with your energy-efficient technology. Many salespeople would say, “Great! Let’s set up an appointment and we can go over the details.” A sales professional, on the other hand, would say, “Would be happy to oblige. Just out of curiosity, what made you call us today about replacing your HVAC system?”