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Full Description
If you ask the right questions, then you'll get the sale every time.
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.
Top sales effectiveness expert and author Paul Cherry 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 Questions That Sell, Cherry shares material on how to:
Discover hidden customer needs and motivations
Reinvigorate a stale relationship
Soothe anxious buyers
Accelerate the decision process
Upsell and cross-sell so you no longer leave money on the table
Use questions to qualify prospects (without insulting them)
And much more
Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.
Contents
Acknowledgmentsix
Preface to the Second Editionxi
Introduction1
Chapter 1A Few Questions About . . . Questions9
Chapter 2Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?13
Chapter 3Are You a Partner or a Product Peddler? The Educational Question 21
Chapter 4Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't--or Can't--Tell You31
Chapter 5Opening the Floodgates: The Power of Expansion Questions49
Chapter 6Comparison Questions: Getting Customers to Think Sideways55
Chapter 7Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires63
Chapter 8Putting It All Together: From Prospect to Close73
Chapter 9Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills85
Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them95
Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up117
Chapter 12 More Problems = More Sales: Questions That Enlarge the Need 125
Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing135
Chapter 14 For Future Sales, Ask About the Past 145
Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions149
Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business157
Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust 163
Chapter 18 Accountability Questions: Hold Buyers' Feet to the Fire--and Have Them Love You for It 171
Chapter 19 Cold Calling Questions That Get Prospects Talking177
Chapter 20 Shots in the Dark: Voice Mail and Email Questions183
Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline 191
Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New Medium197
Chapter 23 The Keys to the Castle: Questions for Gatekeepers205
Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives 209
Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More 217
Index223
