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

By:

Cherry, Paul

Material type:

TextPublication details: New York : Amacom, c2006.Description: vii, 181 p. : ill. ; 23 cmISBN:

0814473393 (pbk.)
9780814473399

Subject(s):

DDC classification:

658.85 22

LOC classification:

HF5438.25 .C485 2006

Online resources:

Click here to access online

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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