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OPEN question selling : unlock your customer's needs to close the sale-- by knowing what to ask and when to ask

Author: Val Gee; Jeff Gee
Publisher: New York : McGraw-Hill, ©2007.
Series: McGraw Hill professional.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
Build stronger relationships with customers through the OPEN Questioning technique By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales. This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Gee, Val.
OPEN question selling.
New York : McGraw-Hill, ©2007
(DLC) 2007001181
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Val Gee; Jeff Gee
ISBN: 9780071511056 0071511059 9780071511056 0071511059 1281080675 9781281080677
OCLC Number: 212783767
Notes: Includes index.
Description: 1 online resource.
Contents: No thing to be everything --
Waking up to your power --
The power of your sales brain --
Communicating for commitment --
Owning the sale --
OPEN question selling technique : operational questions --
OPEN question selling technique : probing questions --
OPEN question selling technique : effect questions --
OPEN question selling technique : nail-down questions --
Handling objections --
Closing with OPEN question selling techniques.
Series Title: McGraw Hill professional.
Responsibility: Val Gee and Jeff Gee.
More information:

Abstract:

By asking four types of questions - Operational, Problem, Effect, and Nail Down - you can address customer needs, find connections, and build the kind of relationships that enable you to close more  Read more...

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