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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
Your prospects will tell you everything you need to know to Close the Sale, and Open a rich Relationship with them that will last a long time.
I still can't believe how Easy it is to make a sale now. At times I feel like I'm dreaming because most prospects just lay down for me with very few bonafide objections. And even if they do have any objections, Questions That Sell will give you the calm, confident reassurance that you WILL CLOSE THIS SALE!!!
As we all know, relationships are important, but creating a framework of questions will help you tap into your customers' needs and desires for the future, maintain control of the conversation, and your customer will voluntarily open up about their issues and the value of your service/product.
I have hired Paul on a few occasions to assist me with a career transition and successfully navigate through a new company culture, more specifically a start up company that did not include expectations, goals or an orientation. Paul worked with me on creating sales presentations. He also strategized with me prior to sales meetings and gave me the CONFIDENCE to put in action the techniques in his books.
His personal coaching is affordable and I felt that Paul really cared about me and my success. Feel free to email me for a personal reference email@example.com
This is exactly what I get out of this book. Sure, there's a bit of theory, but the book is chock full of tons of useful questions to ask at different points in the sales cycle, like:
- Are there people in your company who will resist this change?
- Let's assume you're looking at 3 vendors that all meet your criteria - including price. How would you make your decision?
- If in the end, the project gets put on hold, what would that mean for you personally?
- How do you differentiate yourself from your competitors?
- If you could change one thing about our relationship, what would it be?
- and HUNDREDS of others.
And the book is very easy to reference, as the questions are oganized well and the questions bulleted so they're easy to find. That's why the book is now a permanent fixture on my desk.
I think that in time, the questions will come naturally to me, but for now, I go through the book before calls/meetings with prospects and write down the questions I want to cover. So far, the questions have worked well for me. There was even a case where the prospect responded with, "These are good questions you're asking, but I'm not the right one. Perhaps when you come onsite you can discuss these with our CEO." It reminded me of a "theory" another book once taught me, which is that if you talk like a C-Level executive, you will be more readily invited to meet with the C-Level executive.
Nathan - 10 years in sales