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

Name: Questions That Sell The Powerful Process for Discovering What Your Customer Really Wants
Price: 2.81 USD
Availability: InStock
ISBN: 9780814473399

ISBN-10: 0814473393

ISBN-13: 9780814473399

Edition: 2006

Authors: Paul Cherry

List price: $16.95

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

Book details

List price: $16.95
Copyright year: 2006
Publisher: AMACOM
Publication date: 4/10/2006
Binding: Paperback
Pages: 192
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.594
Language: English



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 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



Show Me the Money! How to Create Value so Price Is No Longer an Issue



Using E-Mail and Voice Mail



Seeing the Plan in Action


Index