Questions That Sell

The Powerful Process for Discovering What Your Customer Really Wants

By: Paul Cherry

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Paperback | 7 December 2017 | Edition Number 2

At a Glance

Paperback
242 Pages

Age
18+

Dimensions(cm)
22.9 x 15.4 x 1.7

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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.

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.

About the Author

Paul Cherry is founder and president of Performance Based Results, an international sales training organization. An in-demand speaker and sales expert, he has been featured in Investor's Business Daily, Selling Power, Inc., Kiplinger's, and other leading publications.

Industry Reviews

“Questions that Sell is the best book on questioning I have ever read and I think I have read them all. Paul knows more about great questions and how to create them than anyone I know. I recommend Paul’s book to every person we train because it is a spectacular reference book on a topic that many people need to be better at. Questions that Sell is a book every salesperson should read.” - Jerry Acuff, CEO, Delta Point, Inc.

“Questions that Sell is an invaluable customer engagement resource. This book will give you and your sales team powerful ideas for creating emotional connections that will drive exponential sales growth. Regardless of your selling style, Questions that Sell will improve your performance through better and more effective questions in order to achieve greater sales success.” - Jon Webb, National Accounts Director, IPS

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