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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants Paperback – April 10, 2006
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“Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.”
"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."
Top Customer Reviews
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!
Happy reading and happy selling!
Most Recent Customer Reviews
In the first chapter, the author wrote, "A true business relationship requires you to ascertain a customer’s visions, desires, fears and motivations, and that means asking good... Read morePublished 10 months ago by ServantofGod
This book was a great investment for my sales career. It really drills down to specific questions and scenarios to help you better understand the craft of asking questions that... Read morePublished 11 months ago by fygggghhhyyhrrethgtrfjfegfhgxrtn
I don't normally reach out and comment but having started and developed two very successful business I must say I was quite impressed with your book " Questions that Sell". Read morePublished 12 months ago by msm parent