Questions that sell : the powerful process for discovering what your customer really wants by Cherry, Paul instant download

Questions that sell : the powerful process for discovering what your customer really wants by Cherry, Paul instant download

1 online resource (vii, 181 pages) :, \"Questions That Sell shows you how to use advanced questioning techniques to sell your products based on value to the customer, not on price - and increase your success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions.\"--Jacket, Includes index, Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past \"what if?\" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action, Print version record