- 208 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
Questions that Sell
About This Book
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.
Frequently asked questions
Table of contents
- Cover
- Title
- Contents
- Acknowledgments
- Preface to the Second Edition
- Introduction
- Chapter 1 A Few Questions About . . . Questions
- Chapter 2 Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
- Chapter 3 Are You a Partner or a Product Peddler? The Educational Question
- Chapter 4 Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Wonâtâor CanâtâTell You
- Chapter 5 Opening the Floodgates: The Power of Expansion Questions
- Chapter 6 Comparison Questions: Getting Customers to Think Sideways
- Chapter 7 Vision Questions: Understanding Your Buyerâs Hopes, Dreams, and Desires
- Chapter 8 Putting It All Together: From Prospect to Close
- Chapter 9 Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
- Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
- Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
- Chapter 12 More Problems = More Sales: Questions That Enlarge the Need
- Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing
- Chapter 14 For Future Sales, Ask About the Past
- Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
- Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customersâ Business
- Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust
- Chapter 18 Accountability Questions: Hold Buyersâ Feet to the Fireâand Have Them Love You for It
- Chapter 19 Cold Calling Questions That Get Prospects Talking
- Chapter 20 Shots in the Dark: Voice Mail and Email Questions
- Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
- Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New Medium
- Chapter 23 The Keys to the Castle: Questions for Gatekeepers
- Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives
- Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
- Index
- About the Author
- Sample chapter from Sell with a Story by Paul Smith
- About AMACOM Books
- Copyright