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The "hedgehog" technique is a very effective one among all kinds of questions to promote business transactions. The so-called "hedgehog" reaction is characterized by you using a question to answer the customer's question. You use your own questions to control your discussions with customers and lead the conversation to the next step in the sales process. Let's take a look at Hedgehog's reactive questioning method: Customer: "Is there any cash value in this insurance? "Salesman:" Do you attach great importance to the question of whether the insurance policy has cash value? Customer: Absolutely not. I just don't want to pay any extra amount for the cash value. "For this customer, if you just sell him cash value, you will push yourself into the river and sink to the bottom. This person does not want to pay for the cash value, because he does not want to regard the cash value as an interest. At this time, you should explain to him the meaning of the term cash value and improve his understanding in this respect.葫芦哥哥刚才也没来得及说明白。几位商人面面相觑，这自然是大大的好事，只是好的太过浮夸了，不太真实。6. Memorandum modalities美丽而贤惠的单亲妈妈于建平接到了法院的传票，数不清是第几次为六岁女儿娟子的抚养费而将离婚已久的丈夫姜军诉诸法庭。听到姜军不交抚养费的消息，建平的弟弟，热情而冲动的建伟奔上门去，准备教训一下姜军，却不想竟被姜军教训了。姜军是个典型的无赖，穷困潦倒，为人猥琐，不但不交抚养费，反而倚仗被建伟打出的鼻血而讹诈建伟一笔。气疯的建伟无计可施，结果是建平青梅竹马的恋人兼邻居——达子——拿出钱来，悄悄解决了姜军的讹诈和娟子的生活费问题。达子是个孝子，母亲说的话从不敢违抗。当年母亲嫌弃建平家庭困难，达子奉母命与建平分平，娶了老婆金铃。金铃美貌而伶俐，早与达子貌合神离，在外找了新的男朋友，两人终于在结婚六年后平静离婚。达子若干年来一直觉得对不起建平，离婚后想和建平结婚，这两个人历尽周折，终于在恩恩怨怨之后走到了一起。大苞谷的宏论还未结束——他好容易见着皇帝，能不表现一番吗？可这时。