Book description
Ask the questions — and get the sale.
As a salesperson your product knowledge is extensive, but that’s not enough. If you fail to ask the right questions — the ones that uncover a customer’s real needs — you will never close the deal.
Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price — and increase your success rate as a result. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to:
- Use questions to qualify prospects (without insulting them)
- Discover hidden customer needs and motivations
- Raise delicate questions
- Overcome stalls
- Reinvigorate a stale relationship
- Soothe anxious buyers
- Accelerate the decision process
- Upsell and cross-sell so you no longer leave money on the table
- Prospect for new business
- Pose intriguing questions to position yourself as a thought-leader on social media
- Turn social media contacts into active sales leads
- Identify dead-end opportunities
- Secure referrals
- And more
Success is yours for the asking. Smart questioning will get you there.
Table of contents
- Cover
- Title
- Contents
- Acknowledgments
- Preface to the Second Edition
- Introduction
- Chapter 1 A Few Questions About . . . Questions
- Chapter 2 Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
- Chapter 3 Are You a Partner or a Product Peddler? The Educational Question
- Chapter 4 Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won’t—or Can’t—Tell You
- Chapter 5 Opening the Floodgates: The Power of Expansion Questions
- Chapter 6 Comparison Questions: Getting Customers to Think Sideways
- Chapter 7 Vision Questions: Understanding Your Buyer’s Hopes, Dreams, and Desires
- Chapter 8 Putting It All Together: From Prospect to Close
- Chapter 9 Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
- Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
- Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
- Chapter 12 More Problems = More Sales: Questions That Enlarge the Need
- Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing
- Chapter 14 For Future Sales, Ask About the Past
- Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
- Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers’ Business
- Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust
- Chapter 18 Accountability Questions: Hold Buyers’ Feet to the Fire—and Have Them Love You for It
- Chapter 19 Cold Calling Questions That Get Prospects Talking
- Chapter 20 Shots in the Dark: Voice Mail and Email Questions
- Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
- Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New Medium
- Chapter 23 The Keys to the Castle: Questions for Gatekeepers
- Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives
- Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
- Index
- About the Author
- Sample chapter from Sell with a Story by Paul Smith
- About AMACOM Books
- Copyright
Product information
- Title: Questions that Sell, 2nd Edition
- Author(s):
- Release date: December 2017
- Publisher(s): AMACOM
- ISBN: 9780814438718
You might also like
book
Brilliant Selling, 2nd Edition
The UK’s number one sales book in 2010 - this new edition will give you the …
book
The Sale
The #1 strategy to build trust and create success In The Sale, bestselling author Jon Gordon …
book
The AMA Handbook of Business Letters, 4th Edition
Though the fundamentals of letter writing have remained the same, the way we communicate in business …
book
The Sales Book
SELLING AND SALES MANAGEMENT IN ACTION The Sales Book picks out the top challenges that you …