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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) |
MARC
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| 100 | 1 | |a Cherry, Paul, |e author. | |
| 245 | 1 | 0 | |a Questions that sell : |b the powerful process for discovering what your customer really wants / |c Paul Cherry. |
| 250 | |a Second edition. | ||
| 264 | 1 | |a New York, NY : |b AMACOM, |c [2018] | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 347 | |a data file |2 rda | ||
| 500 | |a Includes index. | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | 0 | |g Machine generated contents note: |g ch. 1 |t Few Questions About ... Questions -- |g ch. 2 |t Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep? -- |g ch. 3 |t Are You a Partner or a Product Peddler? The Educational Question -- |g ch. 4 |t Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't -- or Can't -- Tell You -- |g ch. 5 |t Opening the Floodgates: The Power of Expansion Questions -- |g ch. 6 |t Comparison Questions: Getting Customers to Think Sideways -- |g ch. 7 |t Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires -- |g ch. 8 |t Putting It All Together: From Prospect to Close -- |g ch. 9 |t Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills -- |g ch. 10 |t Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them -- |g ch. 11 |t Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up -- |g ch. 12 |t More Problems = More Sales: Questions That Enlarge the Need -- |g ch. 13 |t Questions About BANT: Budget, Authority, Need, and Timing -- |g ch. 14 |t For Future Sales, Ask About the Past -- |g ch. 15 |t Getting to Yes Without All the Stress: Anxiety-Free Closing Questions -- |g ch. 16 |t Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business -- |g ch. 17 |t Relationship-Building Questions: Creating Intimacy and Trust -- |g ch. 18 |t Accountability Questions: Hold Buyers' Feet to the Fire -- and Have Them Love You for It -- |g ch. 19 |t Cold Calling Questions That Get Prospects Talking -- |g ch. 20 |t Shots in the Dark: Voice Mail and Email Questions -- |g ch. 21 |t Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline -- |g ch. 22 |t Social Selling: Adapting Tried-and-True Questions for a New Medium -- |g ch. 23 |t Keys to the Castle: Questions for Gatekeepers -- |g ch. 24 |t C-Suite Questions: How to Connect with Top-Level Executives -- |g ch. 25 |t Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More. |
| 520 | |a 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. -- |c Edited summary from book. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Marketing research. | |
| 650 | 0 | |a Customer relations. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Marketing |x Recherche. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Consumer Behavior. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Customer Relations. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Sales & Selling |x General. |2 bisacsh | |
| 650 | 7 | |a Customer relations. |2 fast |0 (OCoLC)fst00885533 | |
| 650 | 7 | |a Marketing research. |2 fast |0 (OCoLC)fst01010284 | |
| 650 | 7 | |a Selling. |2 fast |0 (OCoLC)fst01111969 | |
| 776 | 0 | 8 | |i Print version: |a Cherry, Paul, author. |t Questions that sell |b Second edition. |d New York, NY : AMACOM, [2018] |z 9780814438701 |w (DLC) 2017025101 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780814438718/?ar |z Texto completo (Requiere registro previo con correo institucional) |
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