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business issues
When to use anxiety questions
A few years ago, Harvard Business Review published an article promoting the benefits of provocative selling during a downturn. The premise was that by provoking customers to think differently, (known...
By VSA on June 26, 2013
How to create anxiety questions
There are times in the sales cycles when you realize that the prospect just isn't seeing things the way you are. Perhaps the customer doesn't feel there’s any reason to...
By VSA on June 26, 2013