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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants Paperback – April 10, 2006

4.6 out of 5 stars 61 customer reviews

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Editorial Reviews

Review

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

-CRM Magazine

Book Description

"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."

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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: 0.8 x 6 x 9 inches
  • Shipping Weight: 10.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (61 customer reviews)
  • Amazon Best Sellers Rank: #386,646 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Dorian Tenore-Bartilucci on May 8, 2006
Format: Paperback
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!
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After reading such rave reviews on amazon about this book, I decided to order it. Upon completion of the book moments ago, I'm greatly disappointed. This book is 100% geared towards Business to Business selling, and 98% of the references and examples in the book are geared towards selling to a Company. I'm in direct sales, selling to regular people, and I found the majority of this book completely useless. There were a couple of decent tidbits that I took to heart, but the majority of the book, like I said, was useless for me. Only look into this book if you're in B to B sales.
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Format: Paperback
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!
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Format: Paperback
Paul Cherry has been very clever. Many of us have been on countless courses over the years and read numerous books. He has taken a fundamental subject and given new insights. Having read the book I now listen more attentively to the words people use rather than what they say. This attention allows one to ask perceptive questions. I can feel myself trying the techniques in my day to day work. I have recommended this book to many colleagues and friends.
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Format: Paperback
This is with out a doubt the best book in print that deals specifically with the whole area of incorporating the right questioning techniques. It helped me think out of the box and create the right questions at the right time that will definitely produce results. The great thing is that Paul provides the questions for you, so you don't have to guess whether or not you are phrasing them correctly. I paid list price for the book at a book store and believe that it is the best investment I have made in my business and myself in a long time. Thank You Paul for your insights, experience and skill.
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I have not just read Paul's book, I have made a study of it. I have been successfully selling software systems and services professionally for over 30 years but this has helped me greatly. This is a book worthy of your time and study. The concepts that Paul outlines work and work well. I found the book on Amazon after reading Neil Rackham's book "Spin Selling" (another must read). I read it on a flight to Dubai where I had a high level meeting involving a multi million dollar sales opportunity. I was so impressed that I spent several hours before my meeting planning the questions, in sequence, that I would ask. I then implemented my plan in the meeting. The style and sequence of questioning made this undoubtedly the most powerful high level sales meeting I have ever conducted. It totally won over the prospects and placed me at the forefront. If you are seeking to truly win over your prospect, have them see you as a peer and develop a good professional relationship (and win the sale) then this book is for you. But don't just read it and put it down. Practice what he teaches and internalize it. It will be worth millions to you. I then gave a copy of the book to our Chief of Sales (another highly successful sales person) who found it so compelling he, in turn, gave a copy to our entire national sales force and then hired Paul to give a one day seminar at one of our conferences. I could not recommend this book higher to anyone who is seriously interested in professional selling and being more successful.
Happy reading and happy selling!
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Format: Paperback
Unlike many books targeted to salespeople, this book is actually enjoyable to read. The stories in the book help to make the strategies put forth by the author come alive. So many other sales books that are out there are boring to read and useless for real life situations. This book stands out because it is well written, creative in its approach and filled with good ideas and suggestions.
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