TY  - BOOK
AU  - Cherry, Paul 
TI  - Questions that sell: The powerful process for discovering what your customer really wants
SN  - 9780814438701
AV  - HF 5438.25 C43Q 2018
PY  - 2018///
CY  - New York
PB  - AMACOM
KW  - SELLING
KW  - MARKETING RESEARCH
KW  - CUSTOMER RELATIONS
N1  - 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
ER  -