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Learn from Xerox how to beat your competition with the right questions

When it comes to securing existing or future business with your customers, the questions you ask are fundamental to your success.

When you ask your customers both ‘happy’ and ‘sad’ questions, you build value.

Both types of questions are needed.

Many companies around the world ask both happy and sad questions when talking to customers and have increased their sales as a result. You can learn to use both types to build value and sell more in your own business.

Xerox proved that asking the right questions works. Their Newcastle, Tyne & Wear sales office of 35 people once ranked 16th out of 17 Xerox offices across the UK.

However, when they introduced this new way of asking questions, they jumped to 5th best.

Only 6 months later, they were ranked 1st in the UK and had doubled their sales conversion rate.

They only lost the top spot when all the other teams were also trained to ask happy and sad questions in the right way.

Asking the right questions in the right way clearly works.

These questions form part of a well-proven framework that has also delivered results for the likes of IBM and Honeywell. Worth trying, don’t you think?

Click here to learn more about this framework and the difference that asking both happy and sad questions at the right time can make to your future sales.

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