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RAB Research Archive

Why so many questions in headlines?



Questions grab attention. Questions engage listeners, readers … and advertisers. Ask informed, professional, and open-ended questions when you visit with prospects and clients.

Get them talking. The more they talk, the more you will learn of their needs and can better customize your recommendations to meet their needs. The more customized your recommendation, the more likely they'll buy from you.

This reminds me of the old story of the sales pro who asked question after question, even answering the client's questions with a question until finally the client blurted out: "Why do you always answer my questions with a question?" The sales pro replied: "Does it bother you?"



John Potter, SVP/Professional Development, RAB



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