"Introduction 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 Index"
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