000			aam a22 4500
999			_c188042
003			SPU
005			20181030143043.0
008			180404b xxu||||| |||| 00| 0 eng d
020			_a9780814438701 _c620.00
040			_aSPU
049			_aSPU_CHN
050			_aHF 5438.25 _bC43Q 2018
100			_9228648 _aCherry, Paul
245			_aQuestions that sell: The powerful process for discovering what your customer really wants / _cPaul Cherry
246			_aQuestions that sell
250			_a2nd ed.
260			_c2018 _aNew York : _bAMACOM,
300			_axii, 227 p. : _bill. ; _c23 cm.
505			_aChapter 1: A few questions about...questions page 9-12
505			_aChapter 2: Deadly questions: Are your questions costing you business, leaving money on the table, and putting prospects to sleep? page 13-20
505			_aChapter 3: Are you a partner or a product peddler? the educational questions page 21-30
505			_aChapter 4: Lock-on questions and impact questions: How to uncover what your buyer won't-or can't-tell you page 31-48
505			_aChapter 5: Opening the floodgates: The power of expansion questions page 49-54
505			_aChapter 6: Comparison questions: Getting customers to think sideways page 55-62
505			_aChapter 7: Vision questions: Understanding your buyer's hopes, dreams, and desires page 63-72
505			_aChapter 8: Putting it all together: From prospect to close page 73-84
505			_aChapter 9: Try it yourself: A sales scenario to sharpen your questioning skills page 85-94
505			_aChapter 10: Qualifying questions: Get prospects to tell you why you should do business with them page 95-116
505			_aChapter 11: Alien Encounters: Questions for the first meeting that get buyers to open up page 117-124
505			_aChapter 12: More Problems = More Sales: Questions that enlarge the need page 125-134
505			_aChapter 13: Questions About BANT: Budget, authority, need, and timing page 135-144
505			_aChapter 14: For future sales, ask about the past page 145-148
505			_aChapter 15: Getting to yes without all the stress: Anxiety-free closing questions page 149-156
505			_aChapter 16: Upselling and cross-selling questions: Stop leaving money on the table and get your full share of the customers' business page 157-162
505			_aChapter 17: Relationship-building questions: Creating intimacy and trust page 163-170
505			_aChapter 18: Accountability questions: Hold buyers' feet to the fire-and have them love you for It page 171-176
505			_aChapter 19: Cold calling questions that get prospects talking page 177-182
505			_aChapter 20: Shots in the dark: Voice mail and email questions page 183-190
505			_aChapter 21: Your very best prospects: Using referral questions to build your own pipeline page 191-196
505			_aChapter 22: Social selling: Adapting tried-and-true questions for a new medium page 197-204
505			_aChapter 23: The keys to the castle: Questions for gatekeepers page 205-208
505			_aChapter 24: C-Suite questions: How to connect with top-level executives page 209-216
505			_aChapter 25: Presentation questions: How to keep buyers awake, engaged, and wanting to hear more page 217-222
650	0	0	_934828 _aSELLING
650	0	0	_934106 _aMARKETING RESEARCH
650	0	0	_951318 _aCUSTOMER RELATIONS
850			_aSPU
942			_2lcc _cGEN
998			_aฐาปณีีภรณ์ 040418 _bฐาปณีีภรณ์ 150318