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

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


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About the Book

If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result. In Questions That Sell, Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.

Table of Contents:
Acknowledgmentsix Preface to the Second Editionxi Introduction1 Chapter 1A Few Questions About . . . Questions9 Chapter 2Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?13 Chapter 3Are You a Partner or a Product Peddler? The Educational Question 21 Chapter 4Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't--or Can't--Tell You31 Chapter 5Opening the Floodgates: The Power of Expansion Questions49 Chapter 6Comparison Questions: Getting Customers to Think Sideways55 Chapter 7Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires63 Chapter 8Putting It All Together: From Prospect to Close73 Chapter 9Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills85 Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them95 Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up117 Chapter 12 More Problems = More Sales: Questions That Enlarge the Need 125 Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing135 Chapter 14 For Future Sales, Ask About the Past 145 Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions149 Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business157 Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust 163 Chapter 18 Accountability Questions: Hold Buyers' Feet to the Fire--and Have Them Love You for It 171 Chapter 19 Cold Calling Questions That Get Prospects Talking177 Chapter 20 Shots in the Dark: Voice Mail and Email Questions183 Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline 191 Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New Medium197 Chapter 23 The Keys to the Castle: Questions for Gatekeepers205 Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives 209 Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More 217 Index223

About the Author :
Paul Cherry is founder and president of Performance Based Results, an international sales training organization. An in-demand speaker and sales expert, he has been featured in Investor’s Business Daily, Selling Power, Inc., Kiplinger’s, and other leading publications.


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Product Details
  • ISBN-13: 9780814438701
  • Publisher: HarperCollins Focus
  • Publisher Imprint: Amacom
  • Height: 229 mm
  • No of Pages: 208
  • Returnable: Y
  • Sub Title: The Powerful Process for Discovering What Your Customer Really Wants
  • Width: 152 mm
  • ISBN-10: 0814438709
  • Publisher Date: 06 Mar 2018
  • Binding: Paperback
  • Language: English
  • Returnable: Y
  • Spine Width: 16 mm
  • Weight: 281 gr


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