Questions That Sell
The Powerful Process for Discovering What Your Customer Really Wants
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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Asking questions is the simplest and fastest way to make a sale. They help you find out what kinds of problems your clients are having, what their needs are, and how much they’re willing to pay for a solution. But you can’t just ask a few questions and expect to get a sale—you have to ask the right questions, in the right order. Questions That Sell not only supplies you with hundreds of sample questions you can use in any type of sales situation, but gives you an in-depth, easy-to-use process with which to use them.
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, including:
• Vision Questions: Tap into your customers’ needs and desires for the future
• Questions to Uncover Problems: Fix something that’s not working for your client
• Pay-Off Questions: Get your customers to articulate for themselves how much your product or service is worth
Questions That Sell empowers you with a valuable system for getting to know your customers, determining their needs, quantifying the impact your product will have in their businesses, and overcoming objections. It explains which types of questions work best in specific situations, and provides you with an action plan to get started. In addition, each chapter gives examples of how to incorporate questions naturally into your sales presentation, and exercises to help you develop your questioning skills.
Simply knowing the right questions to ask can make the difference between finalizing a sale and losing it. Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.
Paul Cherry is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 5,000 sales professionals a year. He has worked with more than 1,200 organizations and has written over 150 articles for leading industry publications. Paul is an instructor at the Iacocca Institute at Lehigh University and resides in Delaware with his wife and two daughters.
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