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

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

xii, 227 pages ; 23 cm, Includes index, A few questions about...questions -- Deadly questions : are your questions costing you business, leaving money on the table, and putting prospects to sleep? -- Are you a partner or a prpduct Peddler? the educational question -- Lock-on questions and impact questions : how to uncover what your buyer won't -- or can't -- tell you -- Opening the floodgates : the power of expansion questions -- Comparison questions : getting customers to think sideways -- Vision questions : understanding your buyer's hopes, dreams, and desires -- Putting it all together : from prospect to close -- Try it yourself : a sales scenario to sharpen your questioning skills -- Qualifying questions : get prospects to tell you why you should do business with them -- Alien encounters : questions for the first meeting that get buyers to open up -- More problems = more sales : questions that enlarge the need -- Questions about BANT : budget, authority, need, and timing -- For future sales, ask about the past -- Getting to yes without all the stress : anxiety-free closing questions -- Upselling and cross-selling questions : stop leaving money on the table and get your full share of the customers' business -- Relationship-building questions : creating intimacy and trust -- Accountability questions : hold buyers' feet to the fire -- and have them love you for it -- Cold calling questions that get prospects talking -- Shots in the dark : voice mail and email questions -- Your very best prospects : using referral questions to build your own pipeline -- Social selling : adapting tried-and-true questions for a new medium -- The keys to the castle : questions for gatekeepers -- C-Suite questions : how to connect with top-level executives -- Presentation questions : how to keep buyers awake, engaged, and wanting to hear more