Cherry, Paul. <br/><br/>
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. 
<br/><br/> Includes index. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>0814473393 (pbk.) 9780814473399 
<br/><br/><label>LCCN: </label>2005-033216 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Marketing research.<br/>Customer relations.
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .C485 2006 
<br/><br/><label>Dewey Class. No.: </label>658.85