Cover Image

Questions that sell : the powerful process for discovering what your customer really wants /

Bibliographic Details
Main Author: Cherry, Paul
Format: Book
Language:English
Published: New York : AMACOM, [2006]
Subjects:
Selling.
Marketing research.
Customer relations.
Online Access:Table of contents
Table of Contents:
  • Boring or engaging: how do your questions measure up?
  • Getting to know prospective clients
  • Managing business opportunities: the qualifying process
  • Getting your customers talking: expansion and comparison questions
  • Are you a consultant or product peddler? the educational question
  • Directing the conversation: lock-on and impact questions
  • Back to the future: vision questions
  • Getting past "what if?" objections and stalls
  • Putting it all together
  • Conclusion
  • Appendix A. Show me the money! how to create value so price is no longer an issue
  • Appendix B. Using voice mail and e-mail
  • Appendix C. Seeing the plan in action.