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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (Paperback)
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Your product knowledge is extensive. You know its features and benefits inside out. And you are prepared for any question your customer may ask you about it. But the most important questions that need to be asked during a sales meeting are not about the product, but about the customer. If you, the salesperson, 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 learn your customer's true needs and as a result allow you to 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- Identify dead-end opportunities- Turn social media contacts into active sales leads- And more Your next sale doesn't have to depend on the customer. Success is yours for the asking.
About the Author
PAUL CHERRY is founder and president of Performance Based Results, an international sales training organization. An in-demand speaker and sales expert, he has been featured in Investor's Business Daily, Selling Power, Inc., Kiplinger's, and other leading publications.