Questions that Sell

The Powerful Process for Discovering What Your Customer Really Wants

 Questions that Sell

Author: Paul Cherry
Pub Date: December 2017
Print Edition: $17.95
Print ISBN: 9780814438701
Page Count: 208
Format: Paper or Softback
Edition: Second Edition
e-Book ISBN: 9780814438718

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Table of Contents

Acknowledgments ix

Preface to the Second Edition xi

Introduction 1

Chapter 1 A Few Questions About . . . Questions 9

Chapter 2 Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep? 13

Chapter 3 Are You a Partner or a Product Peddler? The Educational Question 21

Chapter 4 Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't--or Can't--Tell You 31

Chapter 5 Opening the Floodgates: The Power of Expansion Questions 49

Chapter 6 Comparison Questions: Getting Customers to Think Sideways 55

Chapter 7 Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires 63

Chapter 8 Putting It All Together: From Prospect to Close 73

Chapter 9 Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills 85

Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them 95

Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up 117

Chapter 12 More Problems = More Sales: Questions That Enlarge the Need 125

Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing 135

Chapter 14 For Future Sales, Ask About the Past 145

Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions 149

Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business 157

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 Talking 177

Chapter 20 Shots in the Dark: Voice Mail and Email Questions 183

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 Medium 197

Chapter 23 The Keys to the Castle: Questions for Gatekeepers 205

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

Index 223

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