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Transcript 
Types of Questions: Strategic Purpose
• Probing Questions – designed to penetrate
below generalized or superficial information
1. Requesting Clarification
“Can you share an example of that with me?”
2. Encouraging Elaboration
“How are you dealing with that situation now?”
3. Verifying Information and Responses
“So, if I understand you correctly… Is that right?”
Professional Selling:
A Trust-Based Approach
Module 4:
Communication Skills
Ingram
LaForge Avila
Schwepker Jr. Williams
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