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 / Questions that sell Paul Cherry - 2nd ed. - New York : AMACOM, 2018 - xii, 227 p. : ill. ; 23 cm.
Chapter 1: A few questions about...questions page 9-12 Chapter 2: Deadly questions: Are your questions costing you business, leaving money on the table, and putting prospects to sleep? page 13-20 Chapter 3: Are you a partner or a product peddler? the educational questions page 21-30 Chapter 4: Lock-on questions and impact questions: How to uncover what your buyer won't-or can't-tell you page 31-48 Chapter 5: Opening the floodgates: The power of expansion questions page 49-54 Chapter 6: Comparison questions: Getting customers to think sideways page 55-62 Chapter 7: Vision questions: Understanding your buyer's hopes, dreams, and desires page 63-72 Chapter 8: Putting it all together: From prospect to close page 73-84 Chapter 9: Try it yourself: A sales scenario to sharpen your questioning skills page 85-94 Chapter 10: Qualifying questions: Get prospects to tell you why you should do business with them page 95-116 Chapter 11: Alien Encounters: Questions for the first meeting that get buyers to open up page 117-124 Chapter 12: More Problems = More Sales: Questions that enlarge the need page 125-134 Chapter 13: Questions About BANT: Budget, authority, need, and timing page 135-144 Chapter 14: For future sales, ask about the past page 145-148 Chapter 15: Getting to yes without all the stress: Anxiety-free closing questions page 149-156 Chapter 16: Upselling and cross-selling questions: Stop leaving money on the table and get your full share of the customers' business page 157-162 Chapter 17: Relationship-building questions: Creating intimacy and trust page 163-170 Chapter 18: Accountability questions: Hold buyers' feet to the fire-and have them love you for It page 171-176 Chapter 19: Cold calling questions that get prospects talking page 177-182 Chapter 20: Shots in the dark: Voice mail and email questions page 183-190 Chapter 21: Your very best prospects: Using referral questions to build your own pipeline page 191-196 Chapter 22: Social selling: Adapting tried-and-true questions for a new medium page 197-204 Chapter 23: The keys to the castle: Questions for gatekeepers page 205-208 Chapter 24: C-Suite questions: How to connect with top-level executives page 209-216 Chapter 25: Presentation questions: How to keep buyers awake, engaged, and wanting to hear more page 217-222
9780814438701 620.00
SELLING
MARKETING RESEARCH
CUSTOMER RELATIONS
HF 5438.25 / C43Q 2018
Questions that sell: The powerful process for discovering what your customer really wants / Questions that sell Paul Cherry - 2nd ed. - New York : AMACOM, 2018 - xii, 227 p. : ill. ; 23 cm.
Chapter 1: A few questions about...questions page 9-12 Chapter 2: Deadly questions: Are your questions costing you business, leaving money on the table, and putting prospects to sleep? page 13-20 Chapter 3: Are you a partner or a product peddler? the educational questions page 21-30 Chapter 4: Lock-on questions and impact questions: How to uncover what your buyer won't-or can't-tell you page 31-48 Chapter 5: Opening the floodgates: The power of expansion questions page 49-54 Chapter 6: Comparison questions: Getting customers to think sideways page 55-62 Chapter 7: Vision questions: Understanding your buyer's hopes, dreams, and desires page 63-72 Chapter 8: Putting it all together: From prospect to close page 73-84 Chapter 9: Try it yourself: A sales scenario to sharpen your questioning skills page 85-94 Chapter 10: Qualifying questions: Get prospects to tell you why you should do business with them page 95-116 Chapter 11: Alien Encounters: Questions for the first meeting that get buyers to open up page 117-124 Chapter 12: More Problems = More Sales: Questions that enlarge the need page 125-134 Chapter 13: Questions About BANT: Budget, authority, need, and timing page 135-144 Chapter 14: For future sales, ask about the past page 145-148 Chapter 15: Getting to yes without all the stress: Anxiety-free closing questions page 149-156 Chapter 16: Upselling and cross-selling questions: Stop leaving money on the table and get your full share of the customers' business page 157-162 Chapter 17: Relationship-building questions: Creating intimacy and trust page 163-170 Chapter 18: Accountability questions: Hold buyers' feet to the fire-and have them love you for It page 171-176 Chapter 19: Cold calling questions that get prospects talking page 177-182 Chapter 20: Shots in the dark: Voice mail and email questions page 183-190 Chapter 21: Your very best prospects: Using referral questions to build your own pipeline page 191-196 Chapter 22: Social selling: Adapting tried-and-true questions for a new medium page 197-204 Chapter 23: The keys to the castle: Questions for gatekeepers page 205-208 Chapter 24: C-Suite questions: How to connect with top-level executives page 209-216 Chapter 25: Presentation questions: How to keep buyers awake, engaged, and wanting to hear more page 217-222
9780814438701 620.00
SELLING
MARKETING RESEARCH
CUSTOMER RELATIONS
HF 5438.25 / C43Q 2018