If you know that questions are critical, why don't you have a list of 25 questions that your competition is not asking? The more thought provoking your questions, the more your prospective buyers will respect you. The higher that respect level is, the more likely they are to be truthful with you and give you insight into the key factors that will determine the sale. They will also begin to share the truth about how the decision is made. Every minute you're in front of prospects they're deciding how much they like you, how much they believe you, how much they respect you, how much confidence
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