Book description
Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price -- and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: * Vision Questions: Tap into a customers’ needs and desires for the future * Questions to Uncover Problems: Fix something that’s not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.
Table of contents
- Copyright
- List of Figures
- Introduction
- Boring or Engaging: How Do Your Questions Measure Up?
-
Getting to Know Prospective Clients
- Preparation
- The First Meeting
- Questions About the Past
- Questions to Uncover Problems
- Questions to Disrupt Existing Vendor Relationships
- Questions to Strengthen Existing Customer Relationships
- Questions About Your Customers’ (External) Customers
- The Question of Why
- Questions About Company Culture
- Your Customers’ Decision-Making Criteria
- Competition and Trends
- Managing Business Opportunities: The Qualifying Process
- Getting Your Customers Talking: Expansion and Comparison Questions
- Are You a Consultant or a 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
- Show Me the Money! How to Create Value so Price Is No Longer an Issue
- Using Voice Mail and E-Mail
-
Seeing the Plan in Action
- Samantha, Our Salesperson
- Day 1. Samantha Talks with a Manager in Accounting
- Day 2. Samantha Talks with the Head Nurse
- Day 3. Samantha Meets with the Doctor’s Committee
- Day 4. Samantha Gathers Information and Research on Issues Relevant to Greenville Hospital
- Day 5. Samantha Sits Down with the President of the Hospital
- About the Author
- Index
Product information
- Title: Questions That Sell
- Author(s):
- Release date: April 2006
- Publisher(s): AMACOM
- ISBN: 9780814429471
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