Franklin

Questions that sell [electronic resource] : the powerful process for discovering what your customer really wants / Paul Cherry.

Author/Creator:
Cherry, Paul.
Edition:
1st edition
Publication:
New York : AMACOM, 2006 (Norwood, Mass. : Books24x7.com [generator])
Format/Description:
Book
1 online resource (192 pages)
Subjects:
Selling.
Marketing research.
Customer relations.
Form/Genre:
Electronic books.
Language:
English
System Details:
Mode of access: Internet via World Wide Web.
text file
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.
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 voice mail and e-mail
Appendix C. Seeing the plan in action.
Notes:
Title from title screen.
Digitized and made available by: Books24x7.com.
Contributor:
Books24x7, Inc.
ISBN:
1-281-12832-5
9786611128326
0-8144-2947-5
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