O'Reilly logo

Questions that Sell, 2nd Edition by Paul Cherry

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

CHAPTER

image

17

Relationship-Building Questions

Creating Intimacy and Trust

WHEN YOU SELL, what are you selling? A product? A service? A program?

If you think your job is to sell “stuff,” you are an endangered species. Nobody needs you. Not your customer, who can buy stuff all day long with the click of a mouse button. Not your employer, who would love to get their stuff in the hands of customers without paying for a very expensive salesperson.

Are you selling “solutions”? The Internet is bursting at the seams with how-to articles, videos, and tutorials in which experts are willing to solve your customer’s problems for free.

Are you selling “value”? ...

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

Start Free Trial

No credit card required