O'Reilly logo

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Questions that Sell, 2nd Edition

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

  1. Cover
  2. Title
  3. Contents
  4. Acknowledgments
  5. Preface to the Second Edition
  6. Introduction
  7. Chapter 1 A Few Questions About . . . Questions
  8. Chapter 2 Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
  9. Chapter 3 Are You a Partner or a Product Peddler? The Educational Question
  10. Chapter 4 Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won’t—or Can’t—Tell You
  11. Chapter 5 Opening the Floodgates: The Power of Expansion Questions
  12. Chapter 6 Comparison Questions: Getting Customers to Think Sideways
  13. Chapter 7 Vision Questions: Understanding Your Buyer’s Hopes, Dreams, and Desires
  14. Chapter 8 Putting It All Together: From Prospect to Close
  15. Chapter 9 Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
  16. Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
  17. Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
  18. Chapter 12 More Problems = More Sales: Questions That Enlarge the Need
  19. Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing
  20. Chapter 14 For Future Sales, Ask About the Past
  21. Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
  22. Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers’ Business
  23. Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust
  24. Chapter 18 Accountability Questions: Hold Buyers’ Feet to the Fire—and Have Them Love You for It
  25. Chapter 19 Cold Calling Questions That Get Prospects Talking
  26. Chapter 20 Shots in the Dark: Voice Mail and Email Questions
  27. Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
  28. Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New Medium
  29. Chapter 23 The Keys to the Castle: Questions for Gatekeepers
  30. Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives
  31. Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
  32. Index
  33. About the Author
  34. Sample chapter from Sell with a Story by Paul Smith
  35. About AMACOM Books
  36. Copyright