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

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. A few questions about...questions Deadly questions : are your questions costing you business, leaving money on the table, and putting prospects to sleep? Are you a partner or a prpduct Peddler? the educational question Lock-on questions and impact questions : how to uncover what your buyer won't or can't tell you Opening the floodgates : the power of expansion questions Comparison questions : getting customers to think sideways Vision questions : understanding your buyer's hopes, dreams, and desires Putting it all together : from prospect to close Try it yourself : a sales scenario to sharpen your questioning skills Qualifying questions : get prospects to tell you why you should do business with them Alien encounters : questions for the first meeting that get buyers to open up More problems = more sales : questions that enlarge the need Questions about BANT : budget, authority, need, and timing For future sales, ask about the past Getting to yes without all the stress : anxiety-free closing questions Upselling and cross-selling questions : stop leaving money on the table and get your full share of the customers' business Relationship-building questions : creating intimacy and trust Accountability questions : hold buyers' feet to the fire and have them love you for it Cold calling questions that get prospects talking Shots in the dark : voice mail and email questions Your very best prospects : using referral questions to build your own pipeline Social selling : adapting tried-and-true questions for a new medium The keys to the castle : questions for gatekeepers C-Suite questions : how to connect with top-level executives Presentation questions : how to keep buyers awake, engaged, and wanting to hear more. Your product knowledge is extensive. You know its features and benefits inside out. And you are prepared for any question your customer may ask you about it. But the most important questions that need to be asked during a sales meeting are not about the product, but about the customer. If you, the salesperson, 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 learn your customer’s true needs and as a result allow you to 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• Identify dead-end opportunities• Turn social media contacts into active sales leads• And more!Your next sale doesn’t have to depend on the customer. Success is yours for the asking! BookAuthority's Best List Paul Cherry's book, Questions that The Powerful Process for Discovering What Your Customer Really Wants, made it to BookAuthority's Best Sales Books of All Time. Bookauthority serves millions of book recommendations every month and was ranked #1 on ProductHunt. It maintains book recommendations from domain experts such as Elon Musk, Warren Buffett, Prof. Daniel Kahneman, Sheryl Sandberg, and David Allen. 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 Success is yours for the asking. Smart questioning will get you there. If you ask the right questions, then you’ll get the sale every time. 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. Top sales effectiveness expert and author Paul Cherry 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. In Questions That Sell , Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, this book reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price. -- Edited summary from book The best questions during a sales pitch that can increase the chances of a sale should come not from the customer but from YOU--the salesperson!