Questions that sell : the powerful process for discovering what your customer really wants /
"Questions That Sell shows you how to use advanced questioning techniques to sell your products based on value to the customer, not on price - and increase your success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions."--Jacket.
| Основен автор: | Cherry, Paul. |
|---|---|
| Формат: | Електронна книга |
| Език: | English |
| Публикувано: |
New York :
Amacom,
℗♭2006.
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| Предмети: | |
| Онлайн достъп: |
http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=148970 |
| Подобни документи: |
Print version::
Questions that sell. |
Съдържание:
- Boring or engaging: how do your questions measure up?
- Getting to know prospective clients
- Managing business opportunities: the qualifying process
- Getting your customers talking: expansion and comparison questions
- Are you a consultant or product peddler? the educational question
- Directing the conversation: lock-on and impact questions
- Back to the future: vision questions
- Getting past "what if?" objections and stalls
- Putting it all together
- Conclusion
- Appendix A. Show me the money! how to create value so price is no longer an issue
- Appendix B. Using voice mail and e-mail
- Appendix C. Seeing the plan in action.