| Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants | 
 enlarge | Author: Paul Cherry
Publisher: AMACOM
Category: Book
List Price: $16.95
Buy New: $10.20
You Save: $6.75 (40%)
New (20) Used (11) from $9.77
Avg. Customer Rating:  23 reviews
Sales Rank: 23756
Media: Paperback
Number Of Items: 1
Pages: 192
Shipping Weight (lbs): 0.6
Dimensions (in): 8.9 x 5.9 x 0.6
ISBN: 0814473393
Dewey Decimal Number: 658.85
EAN: 9780814473399
ASIN: 0814473393
Publication Date: April 10, 2006
Availability: Usually ships in 1-2 business days
Condition: excellent new copy...ships right away!
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Product Description
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 use advanced questioning techniques to sell their products based on value to the customer, not on price--and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: * Vision Questions: Tap into a customers' needs and desires for the future * Questions to Uncover Problems: Fix something that's not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.
Book Description
"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 use advanced questioning techniques to sell their products based on value to the customer, not on price -- and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: * Vision Questions: Tap into a customers’ needs and desires for the future * Questions to Uncover Problems: Fix something that’s not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster."
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| Customer Reviews: Read 18 more reviews...
Great Sales Training January 6, 2009
After 30 years in Engineering I decided to finish out my career in sales. It's a fantastic opportunity but I have a lot to learn. This book caught my eye and it turned out to read like a good novel. The format and style build upon themselves in a logical and methodical way and you end up with a lot of great ideas. Cherry obviously has done a lot of research and has obviously walked the talk as many common situations are addressed and resolved. It is excellent training and wisdom for the beginner and veteran alike. You'll want to keep this book as a reference and multiple re-read.
Good view on sales December 9, 2008
I think the question oriented approach to selling is good. I enjoy books that discuss better ways to sell in this way, including this one.
Wow, that's something worth of gold! August 8, 2008
0 out of 1 found this review helpful
Most of the comments there already says all - it's definitely a mega weapon in sales manager hands, what author gives, and book can be read and re-read again, there are lot of examples, situations analyzed - just great.
Just one thing I wanted specially note: THANK YOU, to author, who were the first (at least I saw), who explained how to react on the answer: Yeah, buddy all's great with ya offer, but your price is 2 times higher than all other vendors"
Thanks!
Great book on questioning for ANYONE March 21, 2008
0 out of 1 found this review helpful
I have written 3 sales books and I believe Paul Cherry has written as good a book on questioning as I have ever seen. He takes asking questions to a new level and we recommend it to all of our clients. I have read it twice and I plan to read it over and over. If you believe that by asking better questions you will be more effective in selling then this book you have to read. You won't get one idea about a great question you will get 20. We believe that effective selling demands that as sales people we provoke thought when we interact with our customers or prospects and questioning is the best way to do that. Paul Cherry shows you exactly how to ask questions that engender thinking. An absolute terrific sales book.
Buy one for each of your sales people. October 1, 2007
2 out of 3 found this review helpful
Very affordable. Quick read. Great help in training new sales people. It's always a challenge to get my sales staff to really connect with customers and close a sale. This simple book helps them figure out what to say, or what to ask.
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