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Author’s Note: In the next few weeks, my firm will release our new book and training program. It’s titled Magnetic Connections. It is the complete guide to consultative selling for financial professionals. The project combines the Psychology of Influence and Persuasion with the world’s most effective Consultative-selling techniques. At the heart of this program is the effective use of questions, for questions are the single most important element to build meaningful, profitable business relationships. This article gives you a “sneak preview” of this process. Enjoy! ML

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