The Powerful Process For Discovering What Your Customer Really Wants
Asking questions is the simplest and fastest way to make a sale. They help you find out what kinds of problems your clients are having, what their needs are, and how much they’re willing to pay for a solution. But you can’t just ask a few questions and expect to get a sale – you have to ask the right questions, in the right order. Questions That Sell not only supplies you with hundreds of sample questions you can use in any type of sales situation, but gives you an in-depth, easy-to-use process with which to use them.
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 empowers you with a valuable system for getting to know your customers, determining their needs, quantifying the impact your product will have in their business, and overcoming objections. It explains which types of questions work best in specific situations, and provides you with an action plan to get started. In addition, each chapter gives examples of how to incorporate questions naturally into your sales presentation, and exercises to help you develop your questioning skills.
Simply knowing the right questions to ask can make the difference between finalising a sale or losing it. By tapping into their customers' real needs, finding out what problems they need solved, and how a product or service can work for them, sales professionals can close more sales, faster.
About The Author:-
Paul Cherry (Wilmington, DE) is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 3,000 sales professionals a year. He has written for "The Selling Advantage, What's Working in Sales Management, "and other popular industry publications.
|Selling Rights||Indian Sub-Continent Only|
|Packing Weight||0.5 kg|
|Book Format||Paper Back|
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