Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants - Softcover

Cherry, Paul

Softcover

ISBN 10: 0814473393 ISBN 13: 9780814473399

Publisher: Amacom Books, 2006

Synopsis

BookAuthority's Best List

  

Paul Cherry's book, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, made it to BookAuthority's Best Sales Books of All Time.

  

Bookauthority serves millions of book recommendations every month and was ranked #1 on ProductHunt. It maintains book recommendations from domain experts such as Elon Musk, Warren Buffett, Prof. Daniel Kahneman, Sheryl Sandberg, and David Allen.

  

 

Ask the questions - and get the sale.

  

As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal.

  

Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price - and increase your success rate as a result. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to:

• Use questions to qualify prospects (without insulting them)
• Discover hidden customer needs and motivations
• Raise delicate questions
• Overcome stalls
• Reinvigorate a stale relationship
• Soothe anxious buyers
• Accelerate the decision process
• Upsell and cross-sell so you no longer leave money on the table
• Prospect for new business
• Pose intriguing questions to position yourself as a thought-leader on social media
• Turn social media contacts into active sales leads
• Identify dead-end opportunities
• Secure referrals
• And more

Success is yours for the asking. Smart questioning will get you there!

About this title

About the Author

Paul Cherry is author of the top-rated bestseller, "Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants" (AMACOM). Now in its second edition, the book has been published in five languages.

 

"Questions that Sell" has been listed on BookAuthority's "Best Sales Books of All Time."

 

Bookauthority serves millions of book recommendations every month and was ranked #1 on ProductHunt. It maintains book recommendations from domain experts such as Elon Musk, Warren Buffett, Prof. Daniel Kahneman, Sheryl Sandberg, and David Allen.

 

He has also written two additional books: "Questions That Get Results - Innovative Ideas Managers Can Use to Improve Their Teams' Performance" (Wiley) and "The Ultimate Sales Pro - What the Best Salespeople Do Differently" (HarperCollins Leadership).

 

For over 23 years as a top sales effectiveness expert, Paul has helped business-to-business sales reps close more deals in all major industries. As a recognized thought leader in customer engagement strategies, he has been featured in more than 250 publications, including Investor's Business Daily, Salesforce, Selling Power, Sales & Marketing Management, The Kiplinger Letter, and Inc.

 

Paul is the president and founder of Performance Based Results, which delivers intense customized sales workshops, coaching, and leadership programs to companies across North America, UK, Europe, the Middle East, Asia, New Zealand and Australia. 

 

He has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Paul's clients typically get 7 times their return-on-investment (ROI) or better.

 

Paul is a graduate of the University of Delaware (BA and MPA). He resides in Wilmington, Delaware, outside of Philadelphia.

From the Back Cover

Asking questions is the simplest and fastest way to make a sale. They help you find out what kinds of problems your clients are having, what their needs are, and how much they’re willing to pay for a solution. But you can’t just ask a few questions and expect to get a sale—you have to ask the right questions, in the right order. Questions That Sell not only supplies you with hundreds of sample questions you can use in any type of sales situation, but gives you an in-depth, easy-to-use process with which to use them.

 

Questions That Sell shows you how to use advanced questioning techniques to sell your products based on value to the customer, not on price—and increase your success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including:

 

• Vision Questions: Tap into your customers’ needs and desires for the future

• Questions to Uncover Problems: Fix something that’s not working for your client

• Pay-Off Questions: Get your customers to articulate for themselves how much your product or service is worth

 

Questions That Sell empowers you with a valuable system for getting to know your customers, determining their needs, quantifying the impact your product will have in their businesses, and overcoming objections. It explains which types of questions work best in specific situations, and provides you with an action plan to get started. In addition, each chapter gives examples of how to incorporate questions naturally into your sales presentation, and exercises to help you develop your questioning skills.

 

Simply knowing the right questions to ask can make the difference between finalizing a sale and losing it. Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

Paul Cherry is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 5,000 sales professionals a year. He has worked with more than 1,200 organizations and has written over 150 articles for leading industry publications. Paul is an instructor at the Iacocca Institute at Lehigh University and resides in Delaware with his wife and two daughters.

Edition details

• Publisher: Amacom Books
• Publication date: 2006
• Language: English
• ISBN 10: 0814473393
• ISBN 13: 9780814473399
• Binding: Paperback
• Number of pages: 181