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Questions that sell : the powerful process for discovering what your customer really wants
Author
Title
Questions that sell : the powerful process for discovering what your customer really wants / Paul Cherry.
ISBN
0814429475
9780814429471
9780814473399
0814473393
1281128325
9781281128324
Published
New York : AMACOM, ©2006.
Physical Description
1 online resource (vii, 181 pages) : illustrations
Local Notes
Access is available to the Yale community.
Notes
Includes index.
Access and use
Access restricted by licensing agreement.
Summary
"Questions That Sell shows you how to use advanced questioning techniques to sell your products based on value to the customer, not on price - and increase your success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions."--Jacket.
Variant and related titles
O'Reilly Safari. OCLC KB.
Other formats
Print version: Cherry, Paul. Questions that sell. New York : AMACOM, ©2006
Format
Books / Online
Language
English
Added to Catalog
January 09, 2020
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.
Subjects
Also listed under
Safari Books Online (Firm)
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