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

Front Cover
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"
 

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Contents

Selling With Commitment
1
Pacing the Call
13
Some More First Quarter Tips
27
Listening Selling Yourself and Selling Change
38
Building the Foundation for Dialogue
48
The Barbara Walters Rules
53
Formulating the Right Kinds of Questions
62
MultiLayeredProbing Questions
76
Funneling From Opportunity to Sale
92
The Final Quarter Presenting Solutions
106
Some Real World Tips Resolving Objections With Questions
117
Completing the Sales Cycle
129
Servicing Your Existing Client Base
137
Some Final Thoughts
146
Index
153
Copyright

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About the author (1994)

CHARLES D. BRENNAN (Upper Darby, PA) is president of Sales Development Institute, a professional sales and marketing training and consulting company.

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