Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
- 3h 54m
- Paul Cherry
- AMACOM
- 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. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to:
Use questions to qualify prospects (without insulting them) - Discover hidden customer needs and motivations - Raise delicate questions - Overcome stalls - Reinvigorate a stale relationship - Soothe anxious buyers - Accelerate the decision process - Upsell and cross-sell so you no longer leave money on the table - Prospect for new business - Pose intriguing questions to position yourself as a thought-leader on social media - Turn social media contacts into active sales leads - Identify dead-end opportunities - Secure referrals - And more
Success is yours for the asking. Smart questioning will get you there.
About the Author
PAUL CHERRY is President and CEO of Performance Based Results (www.pbresults.com), an international sales and leadership training organization, and the author of Questions That Get Results. He’s worked with more than 1,200 clients in every major industry and has been featured in hundreds of publications including Kiplinger’s, Investor’s Business Daily, and Inc. magazine.
In this Book
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A Few Questions About . . . Questions
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Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
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Are You a Partner or a Product Peddler? The Educational Question
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Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't—or Can't—Tell You
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Opening the Floodgates: The Power of Expansion Questions
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Comparison Questions: Getting Customers to Think Sideways
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Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires
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Putting It All Together: From Prospect to Close
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Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
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Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
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Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
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More Problems = More Sales: Questions That Enlarge the Need
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Questions About BANT: Budget, Authority, Need, and Timing
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For Future Sales, Ask About the Past
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Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
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Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customer's Business
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Relationship-Building Questions: Creating Intimacy and Trust
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Accountability Questions: Hold Buyers' Feet to the Fire—and Have Them Love You for It
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Cold Calling Questions That Get Prospects Talking
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Shots in the Dark: Voice Mail and Email Questions
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Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
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Social Selling: Adapting Tried-and-True Questions for a New Medium
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The Keys to the Castle: Questions for Gatekeepers
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C-Suite Questions: How to Connect with Top-Level Executives
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Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
