The Science of Sales Success: A Proven System for High-Profit, Repeatable Results

listening and questioning skill(s), 125–145

active listening as, 128–131

active questioning as, 131–139

and business questions vs. products statements, 126–128

for identifying measurable answers, 139–141

and types of questions, 141–145

Logistics step (of Implement Agreement phase), 216, 217, 222

long-term customers, 1, 23–24