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Questions that sell : the powerful process for discovering what your customer really wants /
Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, this book reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price. --
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York, NY :
AMACOM,
[2018]
|
| Edición: | Second edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Machine generated contents note: ch. 1 Few Questions About ... Questions
- ch. 2 Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
- ch. 3 Are You a Partner or a Product Peddler? The Educational Question
- ch. 4 Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't
- or Can't
- Tell You
- ch. 5 Opening the Floodgates: The Power of Expansion Questions
- ch. 6 Comparison Questions: Getting Customers to Think Sideways
- ch. 7 Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires
- ch. 8 Putting It All Together: From Prospect to Close
- ch. 9 Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
- ch. 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
- ch. 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
- ch. 12 More Problems = More Sales: Questions That Enlarge the Need
- ch. 13 Questions About BANT: Budget, Authority, Need, and Timing
- ch. 14 For Future Sales, Ask About the Past
- ch. 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
- ch. 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business
- ch. 17 Relationship-Building Questions: Creating Intimacy and Trust
- ch. 18 Accountability Questions: Hold Buyers' Feet to the Fire
- and Have Them Love You for It
- ch. 19 Cold Calling Questions That Get Prospects Talking
- ch. 20 Shots in the Dark: Voice Mail and Email Questions
- ch. 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
- ch. 22 Social Selling: Adapting Tried-and-True Questions for a New Medium
- ch. 23 Keys to the Castle: Questions for Gatekeepers
- ch. 24 C-Suite Questions: How to Connect with Top-Level Executives
- ch. 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More.