Monday, November 16, 2009

How Do You Mean?

A great question to ask in any conversation when you are checking for understanding or need clarification is "How do you mean?" It is difficult for the other party not to answer with greater level of detail. The same question is also a great way to unravel a "no" in a sales conversation. It gives you an opportunity to understand the underlying reasons and get a chance to discuss the objections. "How do you mean, exactly?"

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About the Author

Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.

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