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Questions that sell : the powerful process for discovering what your customer really wants

Author: Paul Cherry
Publisher: New York : AMACOM, ©2006.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"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."--Jacket.
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Cherry, Paul.
Questions that sell.
New York : AMACOM, ©2006
(DLC) 2005033216
(OCoLC)62324830
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Paul Cherry
ISBN: 0814429475 9780814429471 9780814473399 0814473393 1281128325 9781281128324
OCLC Number: 70260730
Notes: Includes index.
Description: 1 online resource (vii, 181 pages) : illustrations
Contents: Boring or engaging: how do your questions measure up? --
Getting to know prospective clients --
Managing business opportunities: the qualifying process --
Getting your customers talking: expansion and comparison questions --
Are you a consultant or product peddler? the educational question --
Directing the conversation: lock-on and impact questions --
Back to the future: vision questions --
Getting past "what if?" objections and stalls --
Putting it all together --
Conclusion --
Appendix A. Show me the money! how to create value so price is no longer an issue --
Appendix B. Using voice mail and e-mail --
Appendix C. Seeing the plan in action.
Responsibility: Paul Cherry.

Abstract:

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. This book contains examples,  Read more...

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"Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers." -CRM Magazine

 
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