Questions that sell
Subtitle: the powerful process for discovering what your customer really wants
By: Paul Cherry
Edition: Second edition.
Published: 2018
Language: eng
Number of pages: 227
ISBN-13: 9780814438701
Copyright date: 2018
Subjects: Selling; Marketing research; Customer relations
Notes: Includes index.
Table of contents: title: A few questions about...questions; title: Deadly questions : are your questions costing you business, leaving money on the table, and putting prospects to sleep?; title: Are you a partner or a prpduct Peddler? the educational question; title: Lock-on questions and impact questions : how to uncover what your buyer won't; title: or can't; title: tell you; title: Opening the floodgates : the power of expansion questions; title: Comparison questions : getting customers to think sideways; title: Vision questions : understanding your buyer's hopes, dreams, and desires; title: Putting it all together : from prospect to close; title: Try it yourself : a sales scenario to sharpen your questioning skills; title: Qualifying questions : get prospects to tell you why you should do business with them; title: Alien encounters : questions for the first meeting that get buyers to open up; title: More problems = more sales : questions that enlarge the need; title: Questions about BANT : budget, authority, need, and timing; title: For future sales, ask about the past; title: Getting to yes without all the stress : anxiety-free closing questions; title: Upselling and cross-selling questions : stop leaving money on the table and get your full share of the customers' business; title: Relationship-building questions : creating intimacy and trust; title: Accountability questions : hold buyers' feet to the fire; title: and have them love you for it; title: Cold calling questions that get prospects talking; title: Shots in the dark : voice mail and email questions; title: Your very best prospects : using referral questions to build your own pipeline; title: Social selling : adapting tried-and-true questions for a new medium; title: The keys to the castle : questions for gatekeepers; title: C-Suite questions : how to connect with top-level executives; title: Presentation questions : how to keep buyers awake, engaged, and wanting to hear more.