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Questions That Sell


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Table of Contents


CHAPTER 1. Boring or Engaging: How Do Your Questions Measure Up?

CHAPTER 2. Getting to Know Prospective Clients

CHAPTER 3. Managing Business Opportunities: The Qualifying Process

CHAPTER 4. Getting Your Customers Talking: Expansion and Comparison Questions

CHAPTER 5. Are You a Consultant or Product Peddler? The Educational Question

CHAPTER 6. Directing the Conversation: Lock-On and Impact Questions

CHAPTER 7. Back to the Future: Vision Questions

CHAPTER 8. Getting Past What If? Objections and Stalls

CHAPTER 9. Putting It All Together

CHAPTER 10. Conclusion

APPENDIX A. Show Me the Money! How to Create Value so Price Is No Longer an Issue

APPENDIX B. Using E-Mail and Voice Mail

APPENDIX C. Seeing the Plan in Action


About the Author

Paul Cherry is president and CEO of Performance Based Results, an international sales and leadership training organization, where he teaches more than 3,000 sales professionals a year. He has written for The Selling Advantage, What's Working in Sales Management, and other popular industry publications.


"Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers."

-CRM Magazine

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