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Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (Paperback)
by Paul Cherry
| Category:
Sales & marketing |
| Market price: ¥ 178.00
MSL price:
¥ 168.00
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
Mr. Cherry does a wonderful job in presenting a refreshing perspective on creating solid relationships with potential clients. |
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Author: Paul Cherry
Publisher: AMACOM/American Management Association
Pub. in: April, 2006
ISBN: 0814473393
Pages: 181
Measurements: 9 x 5.8 x 0.6 inches
Origin of product: USA
Order code: BA00867
Other information: ISBN-13: 978-0814473399
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- MSL Picks -
A useful, practical guide that offers a new perspective on the use of questions in the sales process. Most people think of questions as a tool for gathering information. Cherry focuses on how good questions can help establish an emotional connection with customers. Sales are made on emotion, not logic, and Cherry shows how salespeople can get customers to open up and talk about what's truly important to them. 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. This book stands out for it is well written, creative in its approach and filled with good ideas and suggestions.
- From quoting Michael Boyette and K. Sparks
Target readers:
Sales professionals
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Paul Cherry (Wilmington, DE) is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 3,000 sales professionals a year. He has written for The Selling Advantage, What's Working in Sales Management, and other popular industry publications.
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From the publisher
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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| View all 5 comments |
Charles (MSL quote), USA
<2007-06-22 00:00>
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. |
Pete (MSL quote), USA
<2007-06-22 00:00>
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.
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A reader (MSL quote), USA
<2007-06-22 00:00>
Great book to stimulate your thinking and get you to ask good questions with your customers. In the past I've fallen into the trap of asking questions which ends up making the customer feel interrogated. I did all the talking and then the opportunity went nowhere.
I think this book will give you some great ideas on how to reposition your questions so you don't hit a lot of brick walls but, create new opportunities that gets the customer much more involved in your conversations. |
John (MSL quote), USA
<2007-06-22 00:00>
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. |
View all 5 comments |
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