"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."
Paul Cherry, author of Questions That Sell and the new book, Questions That Get Results, has 25 years experience in corporate sales, management, performance improvement strategies, and questioning skills. To date he has helped over 1,200 organizations.
His clients report on average a 20:1 return on investment by putting his strategies into action. More than 100,000 individuals have benefited from his assessment and coaching programs to achieve greater success, personally and professionally.
Paul Cherry has written over 250 articles in leading publications such as Investor's Business Daily, Selling Power, and Kiplinger's -- plus the audio book, Top Sales Questions for Maximum Results.
