Questions That Sell

The Powerful Process for Discovering What Your Customer Really Wants

 Questions That Sell

Author: Paul Cherry
Pub Date: April 2006
Print Edition: $16.95
Print ISBN: 9780814473399
Page Count: 192
Format: Paper or Softback
e-Book ISBN: 9780814429471

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Overview

Learn to ask powerful questions that generate more sales!

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.

About the Author

Paul Cherry (Wilmington, DE) is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 3,000 sales professionals a year. He has written for The Selling Advantage, What's Working in Sales Management, and other popular industry publications.

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