The second article in a four-article series. Read the first, third, and fourth entries.
The Worst Question a Salesperson Can Ask
The second article in a four-article series. Read the first, third, and fourth entries. “What’s keeping you up at night?” This one question is probably asked by more sales people in a given day than any other. But while it seems innocuous — maybe even the right thing to ask a customer — it’s a […]
October 07, 2011
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New!
HBR Learning
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.