Questions that sell : the powerful process for discovering what your customer really wants

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Title:

Questions that sell : the powerful process for discovering what your customer really wants

Author:

Cherry, Paul.

ISBN:

9780814473399

Personal Author:

Cherry, Paul.

Publication Information:

New York : AMACOM, 2006.

Physical Description:

p. cm.

General Note:

Includes index.

Contents:

Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past ?what if?? objections and stalls -- Putting it all together -- 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.

Subject Term:

Selling.

Marketing research.

Customer relations.

Electronic Access:

Table of contents http://www.loc.gov/catdir/toc/ecip063/2005033216.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... 1:IIEMSA	1:GEN-BOOK	33168020372872	658.85 C522Q 2006	1	Searching... Unknown

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Summary

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.