Questions that Sell

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 motivationsRaise delicate questionsOvercome stallsReinvigorate a stale relationshipSoothe anxious buyersAccelerate the decision...