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  • Questions That Sell

  • The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
  • By: Paul Cherry
  • Narrated by: Patrick Lawlor
  • Length: 8 hrs and 14 mins
  • 4.7 out of 5 stars (3 ratings)

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Questions That Sell

By: Paul Cherry
Narrated by: Patrick Lawlor
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Summary

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.

©2018 Paul Cherry (P)2017 Brilliance Publishing, Inc., all rights reserved. Published by arrangement with AMACOM, a division of American Management Association International, New York.

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    3 out of 5 stars
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  • GH
  • 22-01-18

Interesting for a novice

This is a great resource for someone leaning the art of questioning. For someone who has done a great deal of customer interaction, there is nothing in this book to help you. Its a good codification of lessons of hard knocks.

I would recommend getting the paperback. Also, the book would have benefited from a PDF that summarizes all the areas and question types. It's okay for early career people, but the grizzled veteran should pass.

7 people found this helpful

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  • AC
  • 03-01-18

I found myself fast forwarding more that listening

Inthis book, the author seems more interested in telling the reader how the questions work rather than actually listing the questions out.
I found myself fast-forwarding through the entire book just to get to the questions that I wanted to retrieve.
There is far too much explanation in this book and not enough substance about rhe subject matter; questions.
If you're going to write a book about questions, perhaps the questions should be the title of the chapters and the first thing that comes up in each chapter rather than explaining what everything is then giving you a couple examples in the middle or the end.
There really is no consistency or no outline followed in this book making it very difficult to listen to as an audio version

6 people found this helpful

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  • Andre Zita
  • 02-09-22

Hit the nail on the head

This is more than a how-to book. Paul really walks you through this customer-focus sales process while expanding on the meta framework that gives context and relevance when navigating through the different sales stages.

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  • Matlock
  • 30-03-22

Please Fix The Chapters

The chapters based off what is said vs what shows up on the screen are different. Becomes frustrating when going back through the book or assigned a certain chapter and it’s the wrong one because everything is off. Please fix!!

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  • Jaydaniel Castro
  • 10-10-21

best sales book

I haven't listened to such a good sales book in a while, really goes in detail and gives tons of gems you can apply now

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  • ywj
  • 13-03-20

PROMOTION MATERIAL

This is more like a book promoting other sales book authors and their own books !