Questions that sell : the powerful process for discovering what your customer really wants / Paul Cherry.

Format:

Book

Author/Creator:

Cherry, Paul.

Contributor:

Books24x7, Inc.

Language:

English

Subjects (All):

Selling.

Marketing research.

Customer relations.

Physical Description:

1 online resource (192 pages)

Edition:

1st edition

Place of Publication:

New York : AMACOM, 2006 (Norwood, Mass. : Books24x7.com [generator])

Language Note:

English

System Details:

text file

Summary:

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.

Contents:

Boring or engaging: how do your questions measure up?

Getting to know prospective clients

Managing business opportunities: the qualifying process

Getting your customers talking: expansion and comparison questions

Are you a consultant or product peddler? the educational question

Directing the conversation: lock-on and impact questions

Back to the future: vision questions

Getting past "what if?" objections and stalls

Putting it all together

Conclusion

Appendix A. Show me the money! how to create value so price is no longer an issue

Appendix B. Using voice mail and e-mail

Appendix C. Seeing the plan in action.

Notes:

Title from title screen.

Digitized and made available by: Books24x7.com.

Description based on publisher supplied metadata and other sources.

ISBN:

9786611128326

9781281128324

1281128325

9780814429471

0814429475

OCLC:

1024278540