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1. What is an Expansive Question?
Requires a yes or a no answer.
Requires no answer, it was just to get the mind jogging.
Requires more than a yes or a no answer.
2. How can you create comfort in answering questions?
Build rapport by keeping silent.
Build rapport by mimicking gestures.
Build rapport by matching their personality.
3. What are examples of what you are looking for when asking Expansive questions?
How the company was created or important aspects about the CEO.
Tax ID Number and Accounts Payable contact.
How the company works and important aspects in the service or product they need.
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