Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships [NOOK Book]

Overview

Sometimes knowing the questions is more important than knowing the answers!

Now you can boost your career to the gold level! In Ask Questions, Get Sales, sales guru Stephen Schiffman teaches you how to strengthen your questioning skills during the sales process in order to get more sales.

The premise is simple yet effective: In order to be ...

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Ask Questions, Get Sales: Close the Deal and Create Long-Term Relationships

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Overview

Sometimes knowing the questions is more important than knowing the answers!

Now you can boost your career to the gold level! In Ask Questions, Get Sales, sales guru Stephen Schiffman teaches you how to strengthen your questioning skills during the sales process in order to get more sales.

The premise is simple yet effective: In order to be successful, you must change your mindset from "need-oriented" to "do-oriented." The message of this book centers on six core "do questions" for your buyers:

  • What do you do?
  • How do you do it?
  • When and where do you do it?
  • Why do you do it that way?
  • Who do you do it with?
  • How can we help you do it better?
With this indispensable guide in your briefcase, you will have information at the ready to score big sales over the short term and long term.
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Product Details

  • ISBN-13: 9781440500817
  • Publisher: F+W Media
  • Publication date: 11/12/2004
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 2
  • Pages: 176
  • Sales rank: 667,515
  • File size: 824 KB

Meet the Author

Steve Schiffman, America's #1 corporate trainer, is the author of dozens of bestselling books, including Cold Calling Techniques (That Really Work!), 5th Edition; Closing Techniques (That Really Work!), 3rd Edition; and The 25 Sales Habits of Highly Successful Salespeople. He has trained more than 500,000 salespeople at firms such as Spring, AT&T Information Systems, Chevron, Texaco, Motorola, and John Hancock. Mr. Schiffman is the president of D.E.I. Management Group. He lives in New York City.

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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted February 3, 2006

    How to Ask and Get

    In this excellent short handbook, the prolific author Stephan Schiffman, widely recognized for his sales expertise, outlines his selling approach, which relies more on asking and listening than on pressuring a prospect toward a close. Schiffman says it¿s time to break with traditional sales techniques. He provides a host of questions that a good salesperson should always ask, and warns you about which questions you should never ask. If you are tired of sales guides that rehash the same old song-and-dance about finding problem points and pain, and convincing the prospect to adopt your solution, we recommend this book for a refreshing change.

    2 out of 2 people found this review helpful.

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