• Questions That Sell

  • The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
  • By: Paul Cherry
  • Narrated by: Patrick Lawlor
  • Length: 8 hrs and 14 mins
  • Unabridged
  • Release date: 12-14-17
  • Language: English
  • Publisher: Brilliance Audio
  • 3 out of 5 stars 3.3 (4 ratings)

Regular price: $17.49

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Publisher's Summary

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.
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Customer Reviews

Most Helpful
2 out of 5 stars
By AC on 01-03-18

I found myself fast forwarding more that listening

Inthis book, the author seems more interested in telling the reader how the questions work rather than actually listing the questions out.
I found myself fast-forwarding through the entire book just to get to the questions that I wanted to retrieve.
There is far too much explanation in this book and not enough substance about rhe subject matter; questions.
If you're going to write a book about questions, perhaps the questions should be the title of the chapters and the first thing that comes up in each chapter rather than explaining what everything is then giving you a couple examples in the middle or the end.
There really is no consistency or no outline followed in this book making it very difficult to listen to as an audio version

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1 of 1 people found this review helpful

3 out of 5 stars
By GH on 01-22-18

Interesting for a novice

This is a great resource for someone leaning the art of questioning. For someone who has done a great deal of customer interaction, there is nothing in this book to help you. Its a good codification of lessons of hard knocks.

I would recommend getting the paperback. Also, the book would have benefited from a PDF that summarizes all the areas and question types. It's okay for early career people, but the grizzled veteran should pass.

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