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Sales professionals face a common challenge: they talk too much and listen too little.
Many salespeople have been conditioned to believe that having the “gift of gab” or being able to “sell ice to Eskimos” equals sales success.
The uncomfortable truth is that most sales representatives are simply winging it—delivering product features and benefits without truly understanding what their prospects need.
This approach leaves potential clients feeling unheard and unseen, resulting in missed opportunities and lost deals. The solution? Mastering the art of strategic questioning.
