Questions that sell : the powerful process for discovering what your customer really wants /

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"Questions That Sell shows you how to use advanced questioning techniques to sell your products based on value to the customer, not on price - and increase your success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions."--Jacket

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Cherry, Paul
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : AMACOM, ©2006.
Temas:
Selling.
Marketing research.
Customer relations.
Vente.
Marketing > Recherche.
selling.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Customer relations
Marketing research
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Boring or engaging: how do your questions measure up?
  • Getting to know prospective clients
  • Managing business opportunities: the qualifying process
  • Getting your customers talking: expansion and comparison questions
  • Are you a consultant or product peddler? the educational question
  • Directing the conversation: lock-on and impact questions
  • Back to the future: vision questions
  • Getting past "what if?" objections and stalls
  • Putting it all together
  • Conclusion
  • Appendix A. Show me the money! how to create value so price is no longer an issue
  • Appendix B. Using voice mail and e-mail
  • Appendix C. Seeing the plan in action.

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