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3min chapter
133 (Sell): Identifying the difference between pain and problem (Becc Holland, Founder & CEO @ Flip the Script)
30 Minutes to President's Club | No-Nonsense Sales
The Opportunity Cost to Every Question You Ask
There is an opportunity cost to every question that you ask, Beck says. Your intent is to uncover the most amount of information with the least amount of questions. Questions can either be a withdrawal question or a value add question. The root of it is this, you know,. You're either depositing or withdrawing. And the only type of question that is a deposit or adds value are those that reveal something about themselves after they've been questioned.
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