000			01783nam a22003254a 4500
005			20260112063302.0
010			_a2005-033216
020			_a0814473393 (pbk.)
020			_a9780814473399
035			_a(OCoLC)ocm62324830
035			_a14168343
039		9	_y 201101130341 _z staff
050			_aHF5438.25 _b.C485 2006
082			_a658.85 _2 22
100			_aCherry, Paul.
245			_aQuestions that sell : _bthe powerful process for discovering what your customer really wants / _cPaul Cherry.
260			_aNew York : _bAmacom, _cc2006.
300			_avii, 181 p. : _bill. ; _c23 cm.
500			_aIncludes index.
505			_aBoring 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.
650			_aSelling.
650			_aMarketing research.
650			_aCustomer relations.
856			_Table of contents only _u http://www.loc.gov/catdir/toc/ecip063/2005033216.html
906			_a7 _bcbc _corignew _d 1 _e ecip _f 20 _g y-gencatlg
925			_aacquire _b2 shelf copies _x policy default
991			_aVIRTUA40
991			_aVTLSSORT0080*9060*9250*9550*0100*0200*0201*0350*0400*0420*0500*0820*1000*2450*2600*3000*5000*5050*6500*6501*6502*8560*9991
909			_a3715
999			_c3286 _d3286