Paul Cherry

Questions That Sell

The Powerful Process for Discovering What Your Customer Really Wants

• Broschiertes Buch

Produktbeschreibung

The best questions during a sales pitch that can increase the chances of a sale should come not from the customer but from YOU--the salesperson!

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Produktdetails

• Verlag: AMACOM
• Second Edition
• Seitenzahl: 242
• Erscheinungstermin: 7. Dezember 2017
• Englisch
• Abmessung: 229mm x 152mm x 15mm
• Gewicht: 399g
• ISBN-13: 9780814438701
• ISBN-10: 0814438709
• Artikelnr.: 48135150

Autorenporträt

PAUL CHERRY is founder and president of Performance Based Results, an international sales training organization. An in-demand speaker and sales expert, he has been featured in Investor's Business Daily, Selling Power, Inc., Kiplinger's, and other leading publications.

Inhaltsangabe

Acknowledgmentsix
Preface to the Second Editionxi
Introduction1
Chapter 1A Few Questions About . . . Questions9
Chapter 2Deadly Questions: Are Your Questions Costing You Business, Leaving
Money on the Table, and Putting Prospects to Sleep?13
Chapter 3Are You a Partner or a Product Peddler? The Educational Question
21
Chapter 4Lock-On Questions and Impact Questions: How to Uncover What Your
Buyer Won't--or Can't--Tell You31
Chapter 5Opening the Floodgates: The Power of Expansion Questions49
Chapter 6Comparison Questions: Getting Customers to Think Sideways55
Chapter 7Vision Questions: Understanding Your Buyer's Hopes, Dreams, and
Desires63
Chapter 8Putting It All Together: From Prospect to Close73
Chapter 9Try It Yourself: A Sales Scenario to Sharpen Your Questioning
Skills85
Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should
Do Business with Them95
Chapter 11 Alien Encounters: Questions for the First Meeting That Get
Buyers to Open Up117
Chapter 12 More Problems = More Sales: Questions That Enlarge the Need 125
Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing135
Chapter 14 For Future Sales, Ask About the Past 145
Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing
Questions149
Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the
Table and Get Your Full Share of the Customers' Business157
Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust 163
Chapter 18 Accountability Questions: Hold Buyers' Feet to the Fire--and
Have Them Love You for It 171
Chapter 19 Cold Calling Questions That Get Prospects Talking177
Chapter 20 Shots in the Dark: Voice Mail and Email Questions183
Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your
Own Pipeline 191
Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New
Medium197
Chapter 23 The Keys to the Castle: Questions for Gatekeepers205
Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives 209
Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and
Wanting to Hear More 217
Index223