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| Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants | 
 enlarge | Author: Paul Cherry
Publisher: AMACOM
Category: Book
List Price: $16.95
Buy New: $9.94
You Save: $7.01 (41%)
New (16) Used (11) from $1.85
Avg. Customer Rating:  21 reviews
Sales Rank: 30746
Media: Paperback
Number Of Items: 1
Pages: 192
Shipping Weight (lbs): 0.6
Dimensions (in): 8.9 x 5.9 x 0.6
ISBN: 0814473393
Dewey Decimal Number: 658.85
EAN: 9780814473399
ASIN: 0814473393
Publication Date: April 10, 2006
Availability: Usually ships in 1-2 business days
Condition: Brand new, may have remainder mark or slight shelfware
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| Editorial Reviews:
Product Description
Simply knowing the right questions to ask can make the difference between finalising a sale or losing it. By tapping into their customers' real needs, finding out what problems they need solved, and how a product or service can work for them, sales professionals can close more sales, faster. But knowing what questions to ask is far easier said than done. "Questions That Sell" provides readers with powerful examples, exercises, and hundreds of sample questions to help them connect with customers and increase their bottom line.
Book Description
"Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price -- and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: * Vision Questions: Tap into a customers’ needs and desires for the future * Questions to Uncover Problems: Fix something that’s not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster."
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| Customer Reviews: Read 16 more reviews...
Wow, that's something worth of gold! August 8, 2008
0 out of 1 found this review helpful
Most of the comments there already says all - it's definitely a mega weapon in sales manager hands, what author gives, and book can be read and re-read again, there are lot of examples, situations analyzed - just great.
Just one thing I wanted specially note: THANK YOU, to author, who were the first (at least I saw), who explained how to react on the answer: Yeah, buddy all's great with ya offer, but your price is 2 times higher than all other vendors"
Thanks!
Great book on questioning for ANYONE March 21, 2008
0 out of 1 found this review helpful
I have written 3 sales books and I believe Paul Cherry has written as good a book on questioning as I have ever seen. He takes asking questions to a new level and we recommend it to all of our clients. I have read it twice and I plan to read it over and over. If you believe that by asking better questions you will be more effective in selling then this book you have to read. You won't get one idea about a great question you will get 20. We believe that effective selling demands that as sales people we provoke thought when we interact with our customers or prospects and questioning is the best way to do that. Paul Cherry shows you exactly how to ask questions that engender thinking. An absolute terrific sales book.
Buy one for each of your sales people. October 1, 2007
2 out of 3 found this review helpful
Very affordable. Quick read. Great help in training new sales people. It's always a challenge to get my sales staff to really connect with customers and close a sale. This simple book helps them figure out what to say, or what to ask.
Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants July 18, 2007
6 out of 6 found this review helpful
Finally, a sales guide that gets right to the point. I've read so many of these sales and marketing texts that lead the reader through a series of generalized statement such as "get to understand your clients needs" or "know who buys your products". These are pretty obvious statements in my mind. Of course, getting to know my customer's needs are going to help my business. It only makes sense that I will sell more if people actually need what I am selling. But how do I find out who my customers are, what is really important to them, and most importantly how do I get them to buy from me rather than from my competitors?
Questions That Sell is the answer. This book gives detailed examples of real questions to use to engage a potential client so that you can actually find out what they need, what their current problems with your competitor are, and how willing they would be to buy your product. I particularly liked the sections on how to determine whether the individual talking to you really wants you to phone back tomorrow or if he or she is just trying to let you down easy, how to determine if you are talking to someone who can actually make a buying decision, and ways to move along clients wanting to sit on the fence.
 Had high hopes for this book but it didn't deliver July 6, 2007
6 out of 8 found this review helpful
Skillful questioning is a key to high-level selling. This well known truth that caused me to buy this book hoping it would further my knowledge base.
I found it poorly organized and very very hard to read. At the end of the day it wasn't worth the money I spent.
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