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.