Product Description

Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers.

Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price--and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including:

* Vision Questions: Tap into a customers' needs and desires for the future * Questions to Uncover Problems: Fix something that's not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth

Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

Product Details

• Amazon Sales Rank: #22719 in Books
• Published on: 2006-04-10
• Original language: English
• Number of items: 1
• Binding: Paperback
• 192 pages

Features

• ISBN13: 9780814473399
• Condition: USED - VERY GOOD
• Notes:
• Click here to view our Condition Guide and Shipping Prices

Review
"Paul Cherry gives readers the key questions that get orders and a process to uncover the real needs of their customers." -- Customer Relationship Management

Review

“Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.”

-CRM Magazine

About the Author
PAUL CHERRY (Wilmington, DE) is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 3,000 sales professionals a year. He has written for The Selling Advantage, What's Working in Sales Management, and other popular industry publications.

Customer Reviews

Great Guide to Finding Customers' True Needs & Filling Them
Paul Cherry is the Dr. Phil McGraw of sales and leadership training! His excellent book QUESTIONS THAT SELL helps salespeople to get to the heart of clients' needs by truly getting to know your customers. Cherry's anecdotes and written exercises teach you to phrase questions in ways that'll spark meaningful dialogue, encouraging customers to explain in detail what they're looking for so you can best explain how you can help them. Cherry provides examples of many effective questioning styles, such as the comparison question (for instance, instead of asking your customer, "What do you like about your current system?", say "Describe for me what you like about your current system versus what you do not like."), the lock-on question (locking onto a particular point the customer makes; for instance, if your customer says, "We've been trying to get this project off the ground for several months," you may respond, "I noticed you said the word 'trying.' What has worked so far and what has not?"), and many more. By reading QUESTIONS THAT SELL, you'll not only learn how to ask better questions, you'll learn how to be a better listener, which is equally important in a good customer/vendor relationship. I highly recommend Paul Cherry's QUESTIONS THAT SELL for anyone who wants to be a more effective salesperson and give customers the best value, not just the best price!

Thought provoking
Questions that Sell makes customers think.

If you want to differentiate yourself from everyone else, you have to ask thought provoking questions. Asking better questions gets people to open up, and to share with you their decision making process, criteria and what will motivate them to buy.

I can not believe that after all these years in sales, I have been asking too many mediocre questions. No wonder I have been getting mediocre responses. I'm excited to take my selling to a deeper and more meaningful level with my customers.

This is a must read!

I have recommended this book to colleagues and friends
Paul Cherry has been very clever. Many of us have been on countless courses over the years and read numerous books. He has taken a fundamental subject and given new insights. Having read the book I now listen more attentively to the words people use rather than what they say. This attention allows one to ask perceptive questions. I can feel myself trying the techniques in my day to day work. I have recommended this book to many colleagues and friends.