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A Common-Sense Approach to Opening Doors and Closing Deals
Mr. Freese is vocal about many of the quick-fix methods championed by similar books, suggesting the best place for them is the trash can. He challenges one of the more traditional sales approaches, remarking that espousing the features and benefits of a product or service is no longer a material advantage in today’s competitive marketplace. He also takes aim at open-ended probative questioning and solution-selling, stating these techniques are no longer effective with a savvy decision-maker.
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