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Questions That Sell
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Table of Contents

Acknowledgmentsix

Preface to the Second Editionxi

Introduction1

Chapter 1A Few Questions About . . . Questions9

Chapter 2Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?13

Chapter 3Are You a Partner or a Product Peddler? The Educational Question 21

Chapter 4Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't--or Can't--Tell You31

Chapter 5Opening the Floodgates: The Power of Expansion Questions49

Chapter 6Comparison Questions: Getting Customers to Think Sideways55

Chapter 7Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires63

Chapter 8Putting It All Together: From Prospect to Close73

Chapter 9Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills85

Chapter 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them95

Chapter 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up117

Chapter 12 More Problems = More Sales: Questions That Enlarge the Need 125

Chapter 13 Questions About BANT: Budget, Authority, Need, and Timing135

Chapter 14 For Future Sales, Ask About the Past 145

Chapter 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions149

Chapter 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business157

Chapter 17 Relationship-Building Questions: Creating Intimacy and Trust 163

Chapter 18 Accountability Questions: Hold Buyers' Feet to the Fire--and Have Them Love You for It 171

Chapter 19 Cold Calling Questions That Get Prospects Talking177

Chapter 20 Shots in the Dark: Voice Mail and Email Questions183

Chapter 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline 191

Chapter 22 Social Selling: Adapting Tried-and-True Questions for a New Medium197

Chapter 23 The Keys to the Castle: Questions for Gatekeepers205

Chapter 24 C-Suite Questions: How to Connect with Top-Level Executives 209

Chapter 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More 217

Index223

About the Author

Paul Cherry is founder and president of Performance Based Results, an international sales training organization. An in-demand speaker and sales expert, he has been featured in Investor's Business Daily, Selling Power, Inc., Kiplinger's, and other leading publications.

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