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
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."