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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
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Sales rank 20,231
Customers rating (based on 27 reviews)
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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.
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| Publisher | AMACOM | | Release date | 04/2006 | | Availability | Usually ships in 24 hours | | Edition | Paperback |
| | List price | $16.95 | | Our price | $11.53 (you save 31.98%) | | Used price | from $5.99 |
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 Buy it - you won't regret.
Out of the three books on question based selling I bought at Amazon ("The Secrets of Question Based Selling" of Thomas Freese and "Open Question Selling" of Val Gee & Jeff Gee) this book stands with head and shoulders above the others. Questions that Sell is by far one of the most useful and valuable additions to my library on sales and business development. I wholeheartedly recommend reading this.
Questions are key to winning more sales
Questions that Sell is a book that provides terrific insight on how to ask great questions. The author made me realize that many of my questions are not very effective, and I've been selling for over 10 years.
He explains that the key to building and sustaining important client relationships begins and ends with asking great questions. The book provides lots of great examples and stories to make it an enjoyable read.
Some things I think others will find valuable about Questions that Sell. Read the chapter on lock ons. You can really understand the art of listening and how to decipher the meaning in the customer's words by following up with another tactical question. The lock on is an effective question to dig for clarity and to qualify if there is a legitimate opportunity. A lot of times customers don't want to tell you the word "no" or prefer to lead you on but never buy from you. The lock on allows you to find out now and not later. I'm looking forward to practicing the lock on to better manage my time and focus on customers who want to do business with me vs the "tire-kickers" who just want me to call on them to give free advice.
I also found the chapter on asking expansion questions where you begin your question with "describe, tell me, take me through, help me to understand..." very effective. I tried a few and they work. Getting the customer to do most of the talking on the sales call is the goal. You are bound to identify a key opportunity to sell to.
Asking great questions allows you to differentiate yourself from others and become a valuable partner to your customers. I'm going to read the book again. That's how much I enjoyed it.
Great, helped me with my small business, could be applied to any type of business network
Buy this book. It is amazing. Its not slow and sluggish like many you might pick up that get a good review here and there. This guy is amazing, and it will boost your sales.
Read it from cover to cover in the shortest amount of time I have ever read any book. After I finished this book and began the next...I wished I was back reading "Questions That Sell". Amazing. It was funny to see a few typos, I thought they had those things master minded through english scholars etc. Anyhow. Great Read. Great buy. Got if for less than $10.00. One of my all time favorites.
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This book will help in any sales profession.
I work for an attorneys office, and real estate on the side, and this book is number 1!!
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*BUY BUY BUY
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LOOK AT THOSE REVIEWS!!!
 Disappointing -- Only for Business to Business Selling
After reading such rave reviews on amazon about this book, I decided to order it. Upon completion of the book moments ago, I'm greatly disappointed. This book is 100% geared towards Business to Business selling, and 98% of the references and examples in the book are geared towards selling to a Company. I'm in direct sales, selling to regular people, and I found the majority of this book completely useless. There were a couple of decent tidbits that I took to heart, but the majority of the book, like I said, was useless for me. Only look into this book if you're in B to B sales.
Great Sales Training
After 30 years in Engineering I decided to finish out my career in sales. It's a fantastic opportunity but I have a lot to learn. This book caught my eye and it turned out to read like a good novel. The format and style build upon themselves in a logical and methodical way and you end up with a lot of great ideas. Cherry obviously has done a lot of research and has obviously walked the talk as many common situations are addressed and resolved. It is excellent training and wisdom for the beginner and veteran alike. You'll want to keep this book as a reference and multiple re-read.
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