Questions That Sell

The Powerful Process for Discovering What Your Customer Really Wants, Second Edition

De: Paul Cherry

Narrado por: Patrick Lawlor

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.

©2018 Paul Cherry (P)2017 Brilliance Publishing, Inc., all rights reserved. Published by arrangement with AMACOM, a division of American Management Association International, New York.

Hit the nail on the head

This is more than a how-to book. Paul really walks you through this customer-focus sales process while expanding on the meta framework that gives context and relevance when navigating through the different sales stages.

best sales book

I haven't listened to such a good sales book in a while, really goes in detail and gives tons of gems you can apply now

Ask the question

Great ideas about what information to get from prospective clients and good ways to gather that information. Listening to this showed me I’m going to much chit chat and not asking what I know I should. Thank you.

PROMOTION MATERIAL

This is more like a book promoting other sales book authors and their own books !

Probably better if you read

If you want to listen just to get the info then okay. The narrator is very much just reading, and not keeping you engaged. That on top of nothing to keep you drawn in in terms of the actual content of this book. I would buy the physical copy so you can turn to the pages for specific question.

Interesting for a novice

This is a great resource for someone leaning the art of questioning. For someone who has done a great deal of customer interaction, there is nothing in this book to help you. Its a good codification of lessons of hard knocks.

I would recommend getting the paperback. Also, the book would have benefited from a PDF that summarizes all the areas and question types. It's okay for early career people, but the grizzled veteran should pass.

Please Fix The Chapters

The chapters based off what is said vs what shows up on the screen are different. Becomes frustrating when going back through the book or assigned a certain chapter and it’s the wrong one because everything is off. Please fix!!

I found myself fast forwarding more that listening

Inthis book, the author seems more interested in telling the reader how the questions work rather than actually listing the questions out.
I found myself fast-forwarding through the entire book just to get to the questions that I wanted to retrieve.
There is far too much explanation in this book and not enough substance about rhe subject matter; questions.
If you're going to write a book about questions, perhaps the questions should be the title of the chapters and the first thing that comes up in each chapter rather than explaining what everything is then giving you a couple examples in the middle or the end.
There really is no consistency or no outline followed in this book making it very difficult to listen to as an audio version

Get SPIN Selling instead

It's good because it recycles ideas from SPIN Selling. Other than that....well, the narration and the story format are engaging.

Repetitive

This book beat around the bush a lot, and seem to circle around and repeat itself on points over and over and over. There are tidbits here and there. If you have a solid base of knowledge in the sales industry, this book will be a waste of money for you.