Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
"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,...
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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.
1Boring or engaging : how do your questions measure up?92Getting to know prospective clients173Managing business opportunities : the qualifying process354Getting your customers talking : expansion and comparison questions555Are you a consultant or a product peddler? : the educational question696Directing the conversation : lock-on and impact questions797Back to the future : vision questions978Getting past "what if?" objections and stalls1079Putting it all together12110Conclusion135App. AShow me the money! : how to create value so price is no longer an issue139App. BUsing voice mail and e-mail153App. CSeeing the plan in action159
\ From the Publisher“Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.”\ -CRM Magazine\ \ \
