This volume gives salespeople at all levels guidance for asking the right questions. It shows them how to: formulate questions that generate meaningful dialogue; funnel a prospect from an opportunity to a sale; determine a client's true motivation; pace a conversation, gain and keep client interest and maintain control of the conversation; present solutions; and deal with a prospect who won't "follow the script".
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Editorial Reviews
Review
" ""A breakthrough approach to asking questions that creates stronger relationships, more productive discussions, and increased sales.""
--Personal Selling Power"
Book Description
"What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making ""the pitch"" they forget to ask questions -- or to ask the right questions.
This unique book gives salespeople at all levels precise guidance for asking the right questions. It shows them how to:
* formulate questions that generate meaningful dialogue and uncover opportunities
* funnel a prospect from an opportunity to a sale
* determine a client's true motivation
* pace a conversation, gain and keep client interest, and maintain control of the conversation
* present solutions
* deal with a prospect who won't ""follow the script"""
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Most Helpful Customer Reviews
28 of 28 people found the following review helpful:
2.0 out of 5 stars
Dated, but still has some worth.,
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This review is from: Sales Questions That Close the Sale: How to Uncover Your Customers' Real Needs (Paperback)
I found the beginning of this book difficult to get through. The ideas didn't seem well thought out at first. The recommendations for research were ancient. Once the author got into the "meat" of selling, the book was much better. It has very sound advice for beginning sales reps in regard to customer handling, objection handling, and asking open-ended questions. A seasoned sales rep would find this book a waste of time. A much better read is "Stop Telling, Start Selling" by Linda Richardson or the "Guerrilla Selling" series by Jay Conrad Levinson.
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Inside This Book
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First Sentence:
If I use a single word more frequently than any other when I talk about my program, that word is change. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
dialogue probe, recitation responses, consultative selling approach, informational questions, prospect response, four funnels, sales mode, sales cycle, consultative approach, counter questions Key Phrases - Capitalized Phrases (CAPs): (learn more)
Barbara Walters, The Philadelphia Inquirer, Computer Age, Level Three, Resolving Objections With Questions New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
If I use a single word more frequently than any other when I talk about my program, that word is change. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
dialogue probe, recitation responses, consultative selling approach, informational questions, prospect response, four funnels, sales mode, sales cycle, consultative approach, counter questions Key Phrases - Capitalized Phrases (CAPs): (learn more)
Barbara Walters, The Philadelphia Inquirer, Computer Age, Level Three, Resolving Objections With Questions New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Index | Back Cover | Surprise Me!
Citations (learn more)
This book cites 1
book:
2
books
cite this book:
- Death of a Salesman (Cliffs Notes) by Jennifer L. Scheidt on page 4
- Selling Electronic Media by Ed Shane on page 89, and page 140
- Your First Year in Sales: Making the Transition from Total Novice to Successful Professional by Tim Connor in Back Matter
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