Sales Questions That Close the Sale : How to Uncover Your Customers' Real Needs

This volume gives salespeople at all levels guidance for asking the right questions. It shows them how to: formulate questions that generate meaningful dialogue; funnel a prospect from an opportunity to a sale; determine a client's true motivation; pace a conversation, gain and keep client interest and maintain control of the conversation; present solutions; and deal with a prospect who won't "follow the script". What's the best way for you to find out what a prospective customer needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits-hawking and making a "pitch" that they forget to ask customers questions - or to ask them the right questions. This quick-to-read guide offers precise guidance on asking prospects appropriate and effective sales questions. You'll learn how to formulate questions that generate meaningful dialogue and uncover opportunities; channel a prospect from an opportunity to a sale; determine a client's true motivation; pace a conversation, gain and keep client interest, and maintain control of the conversation; present solutions; and deal with a prospect who won't "follow the script" Giving sales people guidance in asking the right questions, this book shows them how to: formulate questions that generate meaningful dialogue; funnel a prospect from an opportunity to a sale; determine a client's true motivation; and pace a conversation.