Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
|
 List Price: $16.95 Sale Price: Too low to display. Availability: unspecified 
|
Product Description
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.
Details
No features available.
Rating
I’ve read plenty of sales books on the need to develop customer relationships. But Questions That Sell gives you specific tools on the “how to” and this is what separates this book from all the others.
Questions that Sell gives seasoned pros and those new to sales the skills of asking the right questions at the right time, whether it’s in front of prospects or your most established customers.
One of my biggest frustrations in my field is dealing with prospects who constantly give you the brush off. I call on doctors. They’re busy and won’t give me more than a few seconds.
After reading Questions That Sell, I decided to give the educational question a try which Paul Cherry writes about in one of the chapters.
Wow! After calling on this same guy for months and getting the same old, “I don’t have time”,I asked the educational question and got the doctor to literally stop in his tracks. He then turns around and says, “You know that’s an interesting question you asked and a big issue I am grappling with…..” So he then asks me if I have a minute. Can you believe that? The doctor asks me if I have the time to talk. So that one minute turns into a 20 minute dialogue. Best of all, that meeting led to a $25,000 order with plenty more business to come.
Read this book. Whatever type of customer you are calling on, you will greatly benefit. There are plenty of examples on how to engage your customers, so you can create a deeper understanding, uncover their motivating factors on why they should buy, and tap into their frustrations so you can close more business.
I’m actually asking less questions now and getting tons more information, thanks to Questions that Sell.
Rating
Questions that Sell makes customers think.
If you want to differentiate yourself from everyone else, you have to ask thought provoking questions. Asking better questions gets people to open up, and to share with you their decision making process, criteria and what will motivate them to buy.
I can not believe that after all these years in sales, I have been asking too many mediocre questions. No wonder I have been getting mediocre responses. I’m excited to take my selling to a deeper and more meaningful level with my customers.
This is a must read!
Rating
This is with out a doubt the best book in print that deals specifically with the whole area of incorporating the right questioning techniques. It helped me think out of the box and create the right questions at the right time that will definitely produce results. The great thing is that Paul provides the questions for you, so you don’t have to guess whether or not you are phrasing them correctly. I paid list price for the book at a book store and believe that it is the best investment I have made in my business and myself in a long time. Thank You Paul for your insights, experience and skill.
Rating
It helped me to understand the power of asking good questions and how I can be in control of the sales process more completely.
I landed a big account that I have been working on for almost a year. I was able to ask the right questions and open doors that had been previously shut.
I found the book insightful and a money maker for me.
I highly recommend this book to increase your sales.
Rating
Paul Cherry is the Dr. Phil McGraw of sales and leadership training! His excellent book QUESTIONS THAT SELL helps salespeople to get to the heart of clients’ needs by truly getting to know your customers. Cherry’s anecdotes and written exercises teach you to phrase questions in ways that’ll spark meaningful dialogue, encouraging customers to explain in detail what they’re looking for so you can best explain how you can help them. Cherry provides examples of many effective questioning styles, such as the comparison question (for instance, instead of asking your customer, “What do you like about your current system?”, say “Describe for me what you like about your current system versus what you do not like.”), the lock-on question (locking onto a particular point the customer makes; for instance, if your customer says, “We’ve been trying to get this project off the ground for several months,” you may respond, “I noticed you said the word ‘trying.’ What has worked so far and what has not?”), and many more. By reading QUESTIONS THAT SELL, you’ll not only learn how to ask better questions, you’ll learn how to be a better listener, which is equally important in a good customer/vendor relationship. I highly recommend Paul Cherry’s QUESTIONS THAT SELL for anyone who wants to be a more effective salesperson and give customers the best value, not just the best price!
Rating
Paul Cherry has been very clever. Many of us have been on countless courses over the years and read numerous books. He has taken a fundamental subject and given new insights. Having read the book I now listen more attentively to the words people use rather than what they say. This attention allows one to ask perceptive questions. I can feel myself trying the techniques in my day to day work. I have recommended this book to many colleagues and friends.
Rating
Unlike many books targeted to salespeople, this book is actually enjoyable to read. The stories in the book help to make the strategies put forth by the author come alive. So many other sales books that are out there are boring to read and useless for real life situations. This book stands out because it is well written, creative in its approach and filled with good ideas and suggestions.
Rating
I was getting some price pressures with this one client who wanted to take their business elsewhere. Using the chapter on dealing with objections and stalls, I was able to get to the real issues troubling the client, and prove the value of my solution. “Questions That Sell” is a great tool to overcome clients’ reservations regarding price.
Rating
Finally, a sales guide that gets right to the point. I’ve read so many of these sales and marketing texts that lead the reader through a series of generalized statement such as “get to understand your clients needs” or “know who buys your products”. These are pretty obvious statements in my mind. Of course, getting to know my customer’s needs are going to help my business. It only makes sense that I will sell more if people actually need what I am selling. But how do I find out who my customers are, what is really important to them, and most importantly how do I get them to buy from me rather than from my competitors?
Questions That Sell is the answer. This book gives detailed examples of real questions to use to engage a potential client so that you can actually find out what they need, what their current problems with your competitor are, and how willing they would be to buy your product. I particularly liked the sections on how to determine whether the individual talking to you really wants you to phone back tomorrow or if he or she is just trying to let you down easy, how to determine if you are talking to someone who can actually make a buying decision, and ways to move along clients wanting to sit on the fence.
Rating
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.