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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Table of Contents

"Introduction

CHAPTER 1. Boring or Engaging: How Do Your Questions Measure Up?

CHAPTER 2. Getting to Know Prospective Clients

CHAPTER 3. Managing Business Opportunities: The Qualifying Process

CHAPTER 4. Getting Your Customers Talking: Expansion and Comparison Questions

CHAPTER 5. Are You a Consultant or Product Peddler? The Educational Question

CHAPTER 6. Directing the Conversation: Lock-On and Impact Questions

CHAPTER 7. Back to the Future: Vision Questions

CHAPTER 8. Getting Past What If? Objections and Stalls

CHAPTER 9. Putting It All Together

CHAPTER 10. Conclusion

APPENDIX A. Show Me the Money! How to Create Value so Price Is No Longer an Issue

APPENDIX B. Using E-Mail and Voice Mail

APPENDIX C. Seeing the Plan in Action

Index"

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