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Questions That Sell

The Powerful Process for Discovering What Your Customer Really Wants

By Paul Cherry

(1)

| Paperback | 9780814473399

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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 th Continue

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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Book Details

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  • English Books
  • Paperback 181 Pages
  • ISBN-10: 0814473393
  • ISBN-13: 9780814473399
  • Publisher: AMACOM/American Management Association
  • Publish date: 2006-04-30
  • Dimensions: 230 mm x 150 mm x 20 mm Just how big is that?
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