Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
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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.
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Questions that Sellreveals 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.
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