| Description |
1 online resource (vii, 181 pages) : illustrations |
| Note |
Includes index. |
| 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. |
| 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 |
| Subject |
Selling.
|
|
Marketing research.
|
|
Customer relations.
|
|
Vente. |
|
Marketing -- Recherche. |
|
selling. |
|
Customer relations |
|
Marketing research |
|
Selling |
| Other Form: |
Print version: Cherry, Paul. Questions that sell. New York : AMACOM, ©2006 0814473393 (DLC) 2005033216 (OCoLC)62324830 |
| ISBN |
0814429475 (electronic bk.) |
|
9780814429471 (electronic bk.) |
|
9780814473399 |
|
0814473393 |
|
1281128325 |
|
9781281128324 |
|
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