Questions That Sell

The Powerful Process for Discovering What Your Customer Really Wants

Paul Cherry

180 pages, parution le 30/03/2006

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Résumé

Asking questions is the simplest and fastest way to make a sale. They help you find out what kinds of problems your clients are having, what their needs are, and how much they're willing to pay for a solution. But you can't just ask a few questions and expect to get a sale-you have to ask the right questions, in the right order. Questions That Sell not only supplies you with hundreds of sample questions you can use in any type of sales situation, but gives you an in-depth, easy-to-use process with which to use them.

Questions That Sell shows you how to use advanced questioning techniques to sell your products based on value to the customer, not on price-and increase your success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including:

Vision Questions: Tap into your customers' needs and desires for the future.
Questions to Uncover Problems: Fix something that's not working for your client.
Payoff Questions: Get your customers to articulate for themselves how much your product or service is worth.

Questions That Sell empowers you with a valuable system for getting to know your customers, determining their needs, quantifying the impact your product will have in their businesses, and overcoming objections. It explains which types of questions work best in specific situations, and provides you with an action plan to get started. In addition, each chapter gives examples of how to incorporate questions naturally into your sales presentation, and exercises to help you 1 develop your questioning skills.

Simply knowing the right questions to ask can make the difference between finalizing a sale and losing it. Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

Sommaire

List of Figures
Introduction
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 a 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 Voice Mail and E-Mail
Appendix C: Seeing the Plan in Action
Index
About the Author

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Amacom
Auteur(s)	Paul Cherry
Parution	30/03/2006
Nb. de pages	180
Format	15 x 23
Couverture	Broché
Poids	288g
Intérieur	Noir et Blanc
EAN13	9780814473399
ISBN13	978-0-8144-7339-9