Category Books

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

Authors: Paul Cherry
ISBN-13: 9780814473399, ISBN-10: 0814473393
Format: Paperback
Publisher: AMACOM
Date Published: March 2006
Edition: (Non-applicable)

Author Biography: Paul Cherry

Paul Cherry (Wilmington, DE) is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 3,000 sales professionals a year. He has written for The Selling Advantage, What's Working in Sales Management, and other popular industry publications.

Book Synopsis

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.

1	Boring or engaging : how do your questions measure up?	9
2	Getting to know prospective clients	17
3	Managing business opportunities : the qualifying process	35
4	Getting your customers talking : expansion and comparison questions	55
5	Are you a consultant or a product peddler? : the educational question	69
6	Directing the conversation : lock-on and impact questions	79
7	Back to the future : vision questions	97
8	Getting past "what if?" objections and stalls	107
9	Putting it all together	121
10	Conclusion	135
App. A	Show me the money! : how to create value so price is no longer an issue	139
App. B	Using voice mail and e-mail	153
App. C	Seeing the plan in action	159