102 HIGH-PROFIT SELLING Q Learn Your Customer's Language Stop for a moment and ask yourself, ``Do I understand the language my customer is speaking?'' The best way to educate yourself is by asking a follow-up question. Regardless of what the customer has to say, always be prepared to ask a follow- up question. Not only will you gain vital information, you also will begin to learn the lingo of the customer's industry. In the example I just shared, the pharmaceutical salesperson did initially ask a follow-up question (with regard to whether the doctor would be available later). Unfortunately, it was the wrong way to follow up because she didn't catch on to the fact the doctor was ``in'' the hospital. In this particular circum- stance, a more appropriate follow-up question obviously