Questions that sell : the powerful process for discovering what your customer really wants

Questions that sell the powerful process for discovering what your customer really wants

Ask the questions — and get the sale. As a salesperson your product knowledge is extensive, but that’s not enough. If you fail to ask the right questions — the ones that uncover a customer’s real needs — you will never close the deal. Questions that Sell reveals advanced questioning techniques that...

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Detalles Bibliográficos
Otros Autores: Cherry, Paul, author (author)
Formato: Libro electrónico
Idioma:Inglés
Publicado: New York : AMACOM 2018.
Edición:Second edition
Materias:
Selling.
Marketing research.
Customer relations.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630657106719
Tabla de Contenidos:
  • Intro
  • Cover Page
  • Title Page
  • Copyright Page
  • Contents
  • Acknowledgments
  • Preface to the Second Edition
  • Introduction
  • Chapter 1: A Few Questions About . . . Questions
  • Chapter 2: Deadly Questions: Are Your Questions Costing You Business, Leaving Money On the Table, and Putting Prospects to Sleep?
  • Chapter 3: Are You a Partner or a Product Peddler? The Educational Question
  • Chapter 4: Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't-or Can't-Tell You
  • Chapter 5: Opening the Floodgates: The Power of Expansion Questions
  • Chapter 6: Comparison Questions: Getting Customers to Think Sideways
  • Chapter 7: Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires
  • Chapter 8: Putting It All Together: From Prospect to Close
  • Chapter 9: Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
  • Chapter 10: Qualifying Questions: Get Prospects to Tell You Why You Should Do Business With Them
  • Chapter 11: Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
  • Chapter 12: More Problems = More Sales: Questions That Enlarge the Need
  • Chapter 13: Questions About BANT: Budget, Authority, Need, and Timing
  • Chapter 14: For Future Sales, Ask About the Past
  • Chapter 15: Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
  • Chapter 16: Upselling and Cross-Selling Questions: Stop Leaving Money On the Table and Get Your Full Share of the Customers' Business
  • Chapter 17: Relationship-Building Questions: Creating Intimacy and Trust
  • Chapter 18: Accountability Questions: Hold Buyers' Feet to the Fire-and Have Them Love You for It
  • Chapter 19: Cold Calling Questions That Get Prospects Talking
  • Chapter 20: Shots In the Dark: Voice Mail and Email Questions.
  • Chapter 21: Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
  • Chapter 22: Social Selling: Adapting Tried-and-True Questions for a New Medium
  • Chapter 23: The Keys to the Castle: Questions for Gatekeepers
  • Chapter 24: C-Suite Questions How to Connect With Top-Level Executives
  • Chapter 25: Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
  • Index.

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