Questions that sell the powerful process for discovering what your customer really wants /
| Main Author: | Cherry, Paul. |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York :
AMACOM,
[2006]
|
| Physical Description: |
vii, 181 pages : illustrations ; 23 cm. |
| Subjects: |
Table of Contents:
- Boring or engaging: how do your questions measure up?
- Getting to know prospective clients
- Managing business opportunities: the qualifying process
- Getting your customers talking: expansion and comparison questions
- Are you a consultant or product peddler? the educational question
- Directing the conversation: lock-on and impact questions
- Back to the future: vision questions
- Getting past "what if?" objections and stalls
- Putting it all together
- Conclusion
- Appendix A. Show me the money! how to create value so price is no longer an issue
- Appendix B. Using voice mail and e-mail
- Appendix C. Seeing the plan in action.