Questions that sell the powerful process for discovering what your customer really wants
Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell helps readers u...
| Autor principal: | |
|---|---|
| Autor Corporativo: | |
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM
2006
|
| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627060606719 |
Tabla de Contenidos:
- 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.
