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Questions That Sell

The Powerful Process for Discovering What Your Customer Really Wants, Second Edition

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Questions That Sell

By: Paul Cherry
Narrated by: Patrick Lawlor
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About this listen

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.

©2018 Paul Cherry (P)2017 Brilliance Publishing, Inc., all rights reserved. Published by arrangement with AMACOM, a division of American Management Association International, New York. Marketing Marketing & Sales Sales & Selling Success Business

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Profile Image for Richard McKenna

one of the best I have heard

I have been in the industry for a number of years and listened, read and attended seminars on sales. none have come close to the quality and importance of this book.

The one only downer was the speed of reading was too slow. easily fixed by increasing the playback speed and next listen will be on 2x but it's very likely I will buy the actual book now too

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