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

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Bibliographic Details
Author / Creator:	Cherry, Paul.
Imprint:	New York : AMACOM, ©2006.
Description:	1 online resource (vii, 181 pages) : illustrations
Language:	English
Subject:	Selling. Marketing research. Customer relations. Customer relations Marketing research Selling
Format:	E-Resource Book
URL for this record:	http://pi.lib.uchicago.edu/1001/cat/bib/13591423

Hidden Bibliographic Details
ISBN:	0814429475 9780814429471 9780814473399 0814473393 1281128325 9781281128324
Notes:	Includes index. Print version record.
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
Other form:	Print version: Cherry, Paul. Questions that sell. New York : AMACOM, ©2006 0814473393

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.

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