Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (Paperback)

by Paul Cherry (Author) "YOU PROBABLY ALREADY HAVE a number of questions you ask your clients during a sales call..." (more)
Key Phrases: expansion questions, current vendor, vision questions, Metro Scales, Questions That Sell, Tim Daly (more...)

Editorial Reviews

Review
"Paul Cherry gives readers the key questions that get orders and a process to uncover the real needs of their customers." -- Customer Relationship Management

Review

“Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.”

-CRM Magazine

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Product Details

• Paperback: 192 pages
• Publisher: AMACOM (April 10, 2006)
• Language: English
• ISBN-10: 0814473393
• ISBN-13: 978-0814473399
• Product Dimensions: 8.9 x 5.9 x 0.6 inches
• Shipping Weight: 9.9 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars See all reviews (23 customer reviews)
• Amazon.com Sales Rank: #6,921 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

12 of 12 people found the following review helpful:

5.0 out of 5 stars Great Guide to Finding Customers' True Needs & Filling Them, May 8, 2006

By	Dorian Tenore-Bartilucci (Whitehall, PA USA) - See all my reviews (REAL NAME)

Paul Cherry is the Dr. Phil McGraw of sales and leadership training! His excellent book QUESTIONS THAT SELL helps salespeople to get to the heart of clients' needs by truly getting to know your customers. Cherry's anecdotes and written exercises teach you to phrase questions in ways that'll spark meaningful dialogue, encouraging customers to explain in detail what they're looking for so you can best explain how you can help them. Cherry provides examples of many effective questioning styles, such as the comparison question (for instance, instead of asking your customer, "What do you like about your current system?", say "Describe for me what you like about your current system versus what you do not like."), the lock-on question (locking onto a particular point the customer makes; for instance, if your customer says, "We've been trying to get this project off the ground for several months," you may respond, "I noticed you said the word 'trying.' What has worked so far and what has not?"), and many more. By reading QUESTIONS THAT SELL, you'll not only learn how to ask better questions, you'll learn how to be a better listener, which is equally important in a good customer/vendor relationship. I highly recommend Paul Cherry's QUESTIONS THAT SELL for anyone who wants to be a more effective salesperson and give customers the best value, not just the best price!

8 of 8 people found the following review helpful:

5.0 out of 5 stars Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, July 18, 2007

By	Tami Brady "Whole Health Therapist" (Calgary, Canada) - See all my reviews (TOP 100 REVIEWER)    (REAL NAME)

Finally, a sales guide that gets right to the point. I've read so many of these sales and marketing texts that lead the reader through a series of generalized statement such as "get to understand your clients needs" or "know who buys your products". These are pretty obvious statements in my mind. Of course, getting to know my customer's needs are going to help my business. It only makes sense that I will sell more if people actually need what I am selling. But how do I find out who my customers are, what is really important to them, and most importantly how do I get them to buy from me rather than from my competitors?

Questions That Sell is the answer. This book gives detailed examples of real questions to use to engage a potential client so that you can actually find out what they need, what their current problems with your competitor are, and how willing they would be to buy your product. I particularly liked the sections on how to determine whether the individual talking to you really wants you to phone back tomorrow or if he or she is just trying to let you down easy, how to determine if you are talking to someone who can actually make a buying decision, and ways to move along clients wanting to sit on the fence.

8 of 8 people found the following review helpful:

5.0 out of 5 stars Thought provoking, March 8, 2006

By	Rob Phillipson "Sales Maven" (California) - See all my reviews

Questions that Sell makes customers think.

If you want to differentiate yourself from everyone else, you have to ask thought provoking questions. Asking better questions gets people to open up, and to share with you their decision making process, criteria and what will motivate them to buy.

I can not believe that after all these years in sales, I have been asking too many mediocre questions. No wonder I have been getting mediocre responses. I'm excited to take my selling to a deeper and more meaningful level with my customers.

This is a must read!