
Questions That Sell
The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
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Narrated by:
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Patrick Lawlor
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By:
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Paul Cherry
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.
©2018 Paul Cherry (P)2017 Brilliance Publishing, Inc., all rights reserved. Published by arrangement with AMACOM, a division of American Management Association International, New York.Listeners also enjoyed...




















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Hit the nail on the head
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best sales book
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Ask the question
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PROMOTION MATERIAL
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Probably better if you read
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I would recommend getting the paperback. Also, the book would have benefited from a PDF that summarizes all the areas and question types. It's okay for early career people, but the grizzled veteran should pass.
Interesting for a novice
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Please Fix The Chapters
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I found myself fast-forwarding through the entire book just to get to the questions that I wanted to retrieve.
There is far too much explanation in this book and not enough substance about rhe subject matter; questions.
If you're going to write a book about questions, perhaps the questions should be the title of the chapters and the first thing that comes up in each chapter rather than explaining what everything is then giving you a couple examples in the middle or the end.
There really is no consistency or no outline followed in this book making it very difficult to listen to as an audio version
I found myself fast forwarding more that listening
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Get SPIN Selling instead
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Repetitive
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