Download Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, Second Edition AudioBook Free
Ask the questions - and have the sale. As being a salesperson your product knowledge is in depth, but that isn't enough. If you neglect to ask the right questions - those that uncover a customer's real needs - you will never close the offer. Questions that Sell shows advanced questioning techniques that will help you sell your products or services based on value to the customer, alternatively than price - and increase your success rate as a result. Filled with powerful cases, exercises, and a huge selection of sample questions for an array of buyer relationships, the revised and up to date second edition now includes new materials on how to:
- Use questions to specify potential customers (without insulting them)
- Discover hidden customer needs and motivations
- Raise sensitive questions
- Overcome stalls
- Reinvigorate a stale relationship
- Soothe anxious clients
- Accelerate the decision process
- Upsell and cross-sell and that means you no more leave money on the table
- Potential client for new business
- Pose interesting questions to position yourself as a thought-leader on public media
- Turn social mass media contacts into dynamic sales leads
- Identify dead-end opportunities
- Secure referrals
- And more
