The easiest way to establish a relationship and close more sales is by asking a lot of focused questions during interview session. Important ! Aways ask permission to ask questions and explain why you are asking the questions. My observation is that those sales people who spend more time in the question stage usually close quicker and with less stress.
An example of permission. "In order to save you time and to make sure I understand exactly to get you maximum benefit , may I ask you a few questions?" Never is really 'a few' but those words are natural for me and come across as casual which is my personal style.
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