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Sales Questions That Close the Sale: How to Uncover Your Customers Real Needs
     

Sales Questions That Close the Sale: How to Uncover Your Customers Real Needs

by Charles D. Brennan
 

"What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making "the pitch" they forget to ask questions — or to ask the right questions.

This unique book gives salespeople at all levels precise guidance for

Overview

"What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making "the pitch" they forget to ask questions — or to ask the right questions.

This unique book gives salespeople at all levels precise guidance for asking the right questions. It shows them how to:

• formulate questions that generate meaningful dialogue and uncover opportunities

• funnel a prospect from an opportunity to a sale

• determine a client's true motivation

• pace a conversation, gain and keep client interest, and maintain control of the conversation

• present solutions

• deal with a prospect who won't "follow the script"

Product Details

ISBN-13:
9780814478158
Publisher:
AMACOM
Publication date:
06/28/1994
Pages:
160
Product dimensions:
6.03(w) x 9.01(h) x 0.54(d)
Age Range:
17 Years

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What People are Saying About This

From the Publisher
" "A breakthrough approach to asking questions that creates stronger relationships, more productive discussions, and increased sales."

—Personal Selling Power"

Meet the Author

CHARLES D. BRENNAN (Upper Darby, PA) is president of Sales Development Institute, a professional sales and marketing training and consulting company.

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