Questions that sell
Subtitle: the powerful process for discovering what your customer really wants
By: Paul Cherry.
Publisher: AMACOM
Published: 2006
Place of publication: New York
Language: eng
Number of pages: 181
Subjects: Selling.; Marketing research.; Customer relations.
Notes: Includes index.
Table of contents: title: Boring or engaging: how do your questions measure up?; title: Getting to know prospective clients; title: Managing business opportunities: the qualifying process; title: Getting your customers talking: expansion and comparison questions; title: Are you a consultant or product peddler? the educational question; title: Directing the conversation: lock-on and impact questions; title: Back to the future: vision questions; title: Getting past ?what if?? objections and stalls; title: Putting it all together; title: Conclusion; title: Appendix A. Show me the money! how to create value so price is no longer an issue; title: Appendix B. Using e-mail and voice mail; title: Appendix C. Seeing the plan in action.