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Questions that Sell
The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
English
88 b
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Ask the questionsand get the sale.As a salesperson your product knowledge is extensive, but thats not enough. If you fail to ask the right questionsthe ones that uncover a customers real needsyou 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 priceand 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 motivationsRaise delicate questionsOvercome stallsReinvigorate a stale relationshipSoothe anxious buyersAccelerate the decision processUpsell and cross-sell so you no longer leave money on the tableProspect for new businessPose intriguing questions to position yourself as a thought-leader on social mediaTurn social media contacts into active sales leadsIdentify dead-end opportunitiesSecure referralsAnd moreSuccess is yours for the asking. Smart questioning will get you there.
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