OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It [Paperback]

Jeff Gee (Author), Val Gee (Author)

Book Description

Publication Date: May 24, 2007

Build stronger relationships with customers through the OPEN Questioning technique

By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.

This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.

Editorial Reviews

About the Author

Val Gee and Jeff Gee are the authors of Super Service, Customer Services Training Tool Kit, and The Winner's Attitude. Their SuperService™ curriculum has been described as “one of the best” by many major companies.

Product Details

• Paperback: 224 pages
• Publisher: McGraw-Hill; 1 edition (May 24, 2007)
• Language: English
• ISBN-10: 0071484728
• ISBN-13: 978-0071484725
• Product Dimensions: 8 x 6.6 x 0.6 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 3.3 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #350,286 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

4.0 out of 5 stars Interviewers must, August 19, 2009

By 

Harlan Goerger (North Dakota) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It (Paperback)

Lots and lots of questions. As a trainer that teaches and coaches others to utilize questioning skills in sales and leadership positions, this book gives you great examples that anyone can adapt and build on. Take control of your communications, uncover the truth about others and avoid getting taken down the rose path. This has power and can put you in control. It needs to be in your reference library.

Harlan Goerger The Selling Gap, Selling Strategies for the 21st Century

3 of 8 people found the following review helpful:

5.0 out of 5 stars Invaluable, December 5, 2007

By 

Kenneth Hallen - See all my reviews
(REAL NAME)   

This review is from: OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It (Paperback)

This is amazing ... a great subject and well presented by authors who clearly know their subject. Includes some must know stuff.

0 of 3 people found the following review helpful:

1.0 out of 5 stars To avoid, December 30, 2009

By 

Peter D'Autry "PDA" (Istanbul) - See all my reviews

Amazon Verified Purchase

This review is from: OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It (Paperback)

When it comes to the usage of questions in sales, this book is the dimmest amongst the dimmest of light bulbs; by times naive, completely self-evident and utterly simplistic. If you're already out of high school, but you want to learn about sales, then do not buy this book.

Read Paul Cherry's "Questions that Sell" instead, by far better and much, much more value for money.

The reason I take the time to read this review is because I am disappointed being suckered into buying this. Avoid also Thomas Freese "The Secrets of Question Based Selling" sometimes advertised along this title, and similarly boasting similar deceptive 5 star ratings.