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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Table of Contents
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
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