Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants [NOOK Book]

Overview

Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople 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 ...
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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants

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Overview

Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople 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.
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Editorial Reviews

From the Publisher
“Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.”

-CRM Magazine

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Product Details

  • ISBN-13: 9780814429471
  • Publisher: AMACOM
  • Publication date: 4/10/2006
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 192
  • Sales rank: 287,719
  • File size: 2 MB

Meet the Author

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.
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Table of Contents

1 Boring or engaging : how do your questions measure up? 9
2 Getting to know prospective clients 17
3 Managing business opportunities : the qualifying process 35
4 Getting your customers talking : expansion and comparison questions 55
5 Are you a consultant or a product peddler? : the educational question 69
6 Directing the conversation : lock-on and impact questions 79
7 Back to the future : vision questions 97
8 Getting past "what if?" objections and stalls 107
9 Putting it all together 121
10 Conclusion 135
App. A Show me the money! : how to create value so price is no longer an issue 139
App. B Using voice mail and e-mail 153
App. C Seeing the plan in action 159
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted March 30, 2006

    selling with less effort

    What's so interesting about this book is the fact that most sales people do not ask good questions. I got through the second chapter and then it dawned on me. I too am not asking enough questions. No wonder why I get hit with objections, stalls and price concerns. This book gave me some great pointers on how to prospect, build rapport, gain more trust, capture critical buying info., uncover hidden motives, get to the right decision-makers, create a sense of urgency and more. I really love the examples and scenarios. Like most sales people I hate to read yet I could not put this book down. If you're looking for something different, I think you'll enjoy this book, very practical and insightful.

    1 out of 1 people found this review helpful.

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