Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
Author(s): Paul Cherry
"Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most sales people have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. "Questions That Sell" helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price - and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: Vision Questions: Tap into a customers' needs and desires for the future; Questions to Uncover Problems: Fix something that's not working for the client; Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth. "Questions That Sell" is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster."
Product Information
Paul Cherry is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 3,000 sales professionals a year. He has written for The Selling Advantage, What's Working in Sales Management, and other popular industry publications.
"Introduction CHAPTER 1. Boring or Engaging: How Do Your Questions Measure Up? CHAPTER 2. Getting to Know Prospective Clients CHAPTER 3. Managing Business Opportunities: The Qualifying Process CHAPTER 4. Getting Your Customers Talking: Expansion and Comparison Questions CHAPTER 5. Are You a Consultant or Product Peddler? The Educational Question CHAPTER 6. Directing the Conversation: Lock-On and Impact Questions CHAPTER 7. Back to the Future: Vision Questions CHAPTER 8. Getting Past What If? Objections and Stalls CHAPTER 9. Putting It All Together CHAPTER 10. Conclusion APPENDIX A. Show Me the Money! How to Create Value so Price Is No Longer an Issue APPENDIX B. Using E-Mail and Voice Mail APPENDIX C. Seeing the Plan in Action Index"
General Fields
- :
- : Amacom
- : Amacom
- : 0.292
- : 01 February 2006
- : 228mm X 154mm X 17mm
- : United States
- : books
Special Fields
- : illustrations
- : illustrations
- : 192
- : 658.85
- : Paperback
- : Paul Cherry