Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
- 8h 14m 42s
- Paul Cherry
- Brilliance Publishing
- 2018
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 will help you sell your products or services based on value to the customer, rather than price—and increase your success rate as a result.
In this Audiobook
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Introduction
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Chapter 1 A Few Questions About…Questions
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Chapter 2 Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
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Chapter 3 Are You a Partner or a Product Peddler? The Educational Question
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Chapter 4 Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't—or Can't—Tell You
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Chapter 5 Opening the Floodgates: The Power of Expansion Questions
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Chapter 6 Comparison Questions: Getting Customers to Think Sideways
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Chapter 7 Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires
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Chapter 8 Putting It All Together: From Prospect to Close
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Chapter 9 Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
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Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
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Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
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Chapter 12 More Problems = More Sales: Questions That Enlarge the Need
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Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing
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Chapter 14 For Future Sales, Ask About the Past
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Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
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Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business
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Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust
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Chapter 18 Accountability Questions: Hold Buyers' Feet to the Fire—and Have Them Love You for It
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Chapter 19 Cold Calling Questions That Get Prospects Talking
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Chapter 20 Shots in the Dark: Voice Mail and Email Questions
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Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
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Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New Medium
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Chapter 23 The Keys to the Castle: Questions for Gatekeepers
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Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives
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Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
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