We were taught early in our sales career (at least I was) to ask lots of questions. But is that really the right move early in the process? If you follow the advice of some of the big training companies, then the answer is YES. Ask lots of questions? BUT, I’m not so sure.    The impetus of this episode was a question  I was asked on one of my LinkedIn Groups that had to do with a listener’s frustration with not being able to get the prospect to open up and answer them. Listen to the advice I dish out and see if you agree. 

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