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Best Sellers | | Home 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 | | | | | SKU:
903889231 | | In Stock | | Availability:
Usually ships in 1 business days | | | | | | "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." | | | |
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| | Product Details | | Author: | Paul Cherry | | Paperback: | 192 pages | | Publisher: | AMACOM | | Publication Date: | April 10, 2006 | | Language: | English | | ISBN: | 0814473393 | | Product Length: | 8.96 inches | | Product Width: | 6.28 inches | | Product Height: | 0.57 inches | | Product Weight: | 0.64 pounds | | Package Length: | 8.9 inches | | Package Width: | 6.0 inches | | Package Height: | 0.7 inches | | Package Weight: | 0.66 pounds | | Average Customer Rating: |  based on 40 reviews |
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| | Customer Reviews | Average Customer Review: ( 40 customer reviews )
Write an online review and share your thoughts with other customers.
Most Helpful Customer Reviews
27 of 29 found the following review helpful:
 Great Guide to Finding Customers' True Needs & Filling Them May 08, 2006
By Dorian Tenore-Bartilucci
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!
16 of 17 found the following review helpful:
I have recommended this book to colleagues and friends May 16, 2006
By John Hudson Gregory
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.
16 of 17 found the following review helpful:
Thought provoking Mar 08, 2006
By Rob Phillipson
"Sales Maven"
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!
28 of 33 found the following review helpful:
 Disappointing -- Only for Business to Business Selling Jul 26, 2009
By Marcus T. Brody
After reading such rave reviews on amazon about this book, I decided to order it. Upon completion of the book moments ago, I'm greatly disappointed. This book is 100% geared towards Business to Business selling, and 98% of the references and examples in the book are geared towards selling to a Company. I'm in direct sales, selling to regular people, and I found the majority of this book completely useless. There were a couple of decent tidbits that I took to heart, but the majority of the book, like I said, was useless for me. Only look into this book if you're in B to B sales.
10 of 11 found the following review helpful:
This is the answer to asking the right questions Mar 16, 2006
By Charles Carey
"Founder & CEO Compendian, Inc."
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.
See all 40 customer reviews on Amazon.com
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