Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants

Overview

Asking questions is the simplest and fastest way to make a sale. They help you find out what kinds of problems your clients are having, what their needs are, and how much they’re willing to pay for a solution. But you can’t just ask a few questions and expect to get a sale—you have to ask the right questions, in the right order. Questions That Sell not only supplies you with hundreds of sample questions you can use in any type of sales situation, but gives you an in-depth, ...

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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants

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Overview

Asking questions is the simplest and fastest way to make a sale. They help you find out what kinds of problems your clients are having, what their needs are, and how much they’re willing to pay for a solution. But you can’t just ask a few questions and expect to get a sale—you have to ask the right questions, in the right order. Questions That Sell not only supplies you with hundreds of sample questions you can use in any type of sales situation, but gives you an in-depth, easy-to-use process with which to use them.

Questions That Sell shows you how to use advanced questioning techniques to sell your products based on value to the customer, not on price—and increase your success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including:

Vision Questions: Tap into your customers’ needs and desires for the future

Questions to Uncover Problems: Fix something that’s not working for your client

Pay-Off Questions: Get your customers to articulate for themselves how much your product or service is worth

Questions That Sell empowers you with a valuable system for getting to know your customers, determining their needs, quantifying the impact your product will have in their businesses, and overcoming objections. It explains which types of questions work best in specific situations, and provides you with an action plan to get started. In addition, each chapter gives examples of how to incorporate questions naturally into your sales presentation, and exercises to help you develop your questioning skills.

Simply knowing the right questions to ask can make the difference between finalizing a sale and losing it. Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

Paul Cherry is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 5,000 sales professionals a year. He has worked with more than 1,200 organizations and has written over 150 articles for leading industry publications. Paul is an instructor at the Iacocca Institute at Lehigh University and resides in Delaware with his wife and two daughters.

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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: 9780814473399
  • Publisher: AMACOM
  • Publication date: 4/10/2006
  • Pages: 192
  • Sales rank: 296,750
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.70 (d)

Meet the Author

Paul Cherry (Wilmington, DE) 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

"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"

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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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