Sales Questions that Close the Sale: How to Uncover Your Customers' Real Needs
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"
What people are saying - Write a review
We haven't found any reviews in the usual places.
Selling With Commitment
Pacing the Call
Some More First Quarter Tips
Listening Selling Yourself and Selling Change
Building the Foundation for Dialogue
The Barbara Walters Rules
Formulating the Right Kinds of Questions
action steps align and deflect answers ask the right asking questions Barbara Walters benefits Billie Jean King budget build a relationship Chapter Client response closed probe commitment common ground company's competition consultative selling approach conversation costs counter questions course create current supplier Dialogue probe dialogue-probing question Donald Trump Ernst & Young example existing client fact final quarter funnel goals going important industry informational questions kinds of questions listen look manager meeting Mike McNeill multi-layered-probing questions need for change objection pain pect percent Phase Philadelphia Inquirer Possible counter probe question problem product or service Prospect response prospect says quarter-half-quarter model ques recitation response recognize Remember response to MLPQ sales call sales cycle sales process Sales rep salespeople salesperson seminar statement talk Ted Williams tell there's thing tion traditional sales understand vendor Wall Street Journal What's