Two Really Dumb Sales Questions

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  fredj509/26/07 Report as spam
  1

  alternate decision maker question

  Is there anyone other than you involved in the decision making process?

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  pfxg9910/01/07 Report as spam
  2

  RE: Two Really Dumb Sales Questions

  Usage comment regarding the last sentence in this graf:
  
  SMART ALTERNATIVE: ???Whose numbers did you use to determine the budget???? This question, if answered honestly, tells you all you need to know. Not only will it smoke out the competitor, but you???ll find out who controls the budget, who is (by definition) the real decision-maker. Even better, talking about the budget process doesn???t threaten the middle-manager???s ego nearly as much as a question that infers that he or she is just a lackey for the bigwig.
  
  You mean to use the word ???imply??? here, not ???infer.???
  
  Your question would "imply" that he or she is just a lackey.
  
  The middle-manager would "infer" from your question that he is a
  lackey
  
  Pat Gallagher
  pgallagher@edwardhoward.com

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  pfxg9910/01/07 Report as spam
  3

  Bad Marks

  Ignore the " " gobbledygook in my previous post. The key words are IMPLY and INFER.