Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants

Richard — Thu, 30 Jul 2020 13:02:43 +0000

Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, Second Edition

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.

About the Author

Paul Cherry is author of the top-rated bestseller, “Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants” (AMACOM). Now in its second edition, the book has been published in five languages.

“Questions that Sell” has been listed on BookAuthority’s “Best Sales Books of All Time.”

Bookauthority serves millions of book recommendations every month and was ranked #1 on ProductHunt. It maintains book recommendations from domain experts such as Elon Musk, Warren Buffett, Prof. Daniel Kahneman, Sheryl Sandberg, and David Allen.

He has also written two additional books: “Questions That Get Results – Innovative Ideas Managers Can Use to Improve Their Teams’ Performance” (Wiley) and “The Ultimate Sales Pro – What the Best Salespeople Do Differently” (HarperCollins Leadership).

For over 23 years as a top sales effectiveness expert, Paul has helped business-to-business sales reps close more deals in all major industries. As a recognized thought leader in customer engagement strategies, he has been featured in more than 250 publications, including Investor’s Business Daily, Salesforce, Selling Power, Sales & Marketing Management, The Kiplinger Letter, and Inc.

Paul is the president and founder of Performance Based Results, which delivers intense customized sales workshops, coaching, and leadership programs to companies across North America, UK, Europe, the Middle East, Asia, New Zealand and Australia.

He has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Paul’s clients typically get 7 times their return-on-investment (ROI) or better.

Paul is a graduate of the University of Delaware (BA and MPA). He resides in Wilmington, Delaware, outside of Philadelphia.

Product details

Full Audiobook MP3 Format
Full PDF Book Included
Listening Length: 8 hours and 14 minutes
Author: Paul Cherry
Narrator: Patrick Lawlor
Paperback: 192 pages
Publisher: AMACOM; Special ed. edition (April 10, 2006)
Language: English
ISBN-10: 0814473393
ISBN-13: 978-0814473399

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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants