Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants

Ask the questions-and get the sale. As a salesperson your product knowledge is extensive, but that’s not enough. If you fail to ask the right questions-the ones that uncover a customer’s real needs-you 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 price-and 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 motivations
Raise delicate questions
Overcome stalls
Reinvigorate a stale relationship
Soothe anxious buyers
Accelerate the decision process
Upsell and cross-sell so you no longer leave money on the table
Prospect for new business
Pose intriguing questions to position yourself as a thought-leader on social media
Turn social media contacts into active sales leads
Identify dead-end opportunities
Secure referrals
And more Success is yours for the asking. Smart questioning will get you there.