ENGLISH

Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants

By Paul Cherry

Book information

Publisher
AMACOM
Year
2006
ISBN
9780814473399, 0814473393
LCC
HF5438.25 .C485 2006
Open Library ID
OL3416940M
Language
english
Format
PDF
Filesize
2 MB (1628151 bytes)
Pages
191\191
Topic
Business
Library
avaxhome.ws
Time added
2010-05-31 15:29:46

Description

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.

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