Questions that sell : the powerful process for discovering what your customer really wants /
Cherry, Paul.
Questions that sell : the powerful process for discovering what your customer really wants / Paul Cherry. - New York : Amacom, c2006. - vii, 181 p. : ill. ; 23 cm.
Includes index.
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.
0814473393 (pbk.) 9780814473399
2005-033216
Selling.
Marketing research.
Customer relations.
HF5438.25 / .C485 2006
658.85
Questions that sell : the powerful process for discovering what your customer really wants / Paul Cherry. - New York : Amacom, c2006. - vii, 181 p. : ill. ; 23 cm.
Includes index.
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.
0814473393 (pbk.) 9780814473399
2005-033216
Selling.
Marketing research.
Customer relations.
HF5438.25 / .C485 2006
658.85