Sales Questions That Close Every Deal: 1,000 Field-Tested Questions to Increase Your Profits

Front Cover
McGraw Hill Professional, 2006 - Business & Economics - 255 pages

Want to spend more time closing deals and less time worrying about them?

START WITH THE RIGHT QUESTIONS.

It's true: failure to uncover your sales prospect's specific needs through effective questioning can kill your closing. Sales Questions That Close Every Deal features appropriate, friendly, and penetrating questions drawn from top sales forces, including AT&T, Blue Cross/Blue Shield, GM, E.F. Hutton, Isuzu, Paine Webber, and many others.

Organized by tab for easy access, this hands-on resource tells you exactly what questions to use for every step in the sales process, including:

* Opening the sale * Qualifying prospects * Probing for needs * Presenting * Handling objections * Closing the sale * Upselling * Referrals * Follow-ups

From inside the book

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Qualifying the Prospect
25
Probing for Prospects Needs
45
Presentation Questions
63
Copyright

11 other sections not shown

Other editions - View all

Common terms and phrases

About the author (2006)

Gerhard Gschwandtner has over three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales management magazine. For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.

Bibliographic information