I've been having trouble closing deals lately. I feel like I'm not asking the right questions. Does anyone have any tips on how to uncover the customer's real needs and pain points?
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I agree. It's important to listen actively and show genuine interest in the customer's perspective. I also like to ask questions that challenge their assumptions. For example, "Have you considered the long-term costs of [alternative solution]?" This can help you uncover hidden needs and opportunities.