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This is the next in our July series on increasing effectiveness early in the interaction, which will impact your ability to close or to schedule an appointment. As always, there will be actions for sales associates to take and for sales managers to take and coach.

Once the conversation begins, the next skill is listening for what the customer is already telling you.

Customers give buying cues early. Sometimes they give them with their words. Sometimes they give them with their questions. Somet…