Description
If you ask the right questions, then you'll get the sale every time.
As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal.
Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result.
In Questions That Sell, Cherry shares material on how to:
- Discover hidden customer needs and motivations
- Reinvigorate a stale relationship
- Soothe anxious buyers
- Accelerate the decision process
- Upsell and cross-sell so you no longer leave money on the table
- Use questions to qualify prospects (without insulting them)
- And much more
Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.
About the Author
Paul Cherry is founder and president of Performance Based Results, an international sales training organization. An in-demand speaker and sales expert, he has been featured in Investor's Business Daily, Selling Power, Inc., Kiplinger's, and other leading publications.
Book Information
ISBN 9780814438701
Author Paul Cherry
Format Paperback
Page Count 208
Imprint Amacom
Publisher HarperCollins Focus
Weight(grams) 262g
Dimensions(mm) 229mm * 152mm * 17mm
