At the beginning of a presentation the Representative of sales will not obtain of form some to change the opinion of the customer to answer inevitable objections, exactly that if she is valid the esperteza for this. The best exit in this in case that it is to make with that the customer comes he himself to question its proper ranks. To make questions, this is the point. The representative of sales obtaining (trying to be smart) to surpass objections arguing or arguing, will be able until winning the debate, but she will finish losing of time the sales, without counting that she at risk puts its credibility with the customer. The Representative of sales does not have can want to win resistncias, what it must is to eliminate the doubts making questions, this is basic if to always make at the beginning of its presentation. This thus applied technique will be able to eliminate many common objections no longer principle of the interview being used correctly the technique to make precious questions and thus spoon information that will be generated of course, stops not to be only in ' ' sim' ' or ' ' no' ' . It is always good for making use of expressions or words of the type: that, what, who, which, as, where, how much, quanta, how many, how many, when and why. There a practical example goes: ' ' We do not need this ' ' , in the beginning of the presentation, what the Representative of sales must answer type thus: ' ' Also not yet I am certain, therefore ' would like to make some questions; ' Of course if it to say: ' ' I want to think about assunto' ' , the salesman must ask: ' ' Where point you still have doubts? ' '..