Sales questions that close the sale how to uncover your customers' real needs
"What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making ""the pitch"" they forget to ask questions -- or to ask the right ques...
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| Format: | Book |
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New York
Amacon
1994
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| Online Access: | Click Here to View Status and Holdings. |
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Add Tag | Summary: | "What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making ""the pitch"" they forget to ask questions -- or to ask the right questions. This unique book gives salespeople at all levels precise guidance for asking the right questions. It shows them how to: * formulate questions that generate meaningful dialogue and uncover opportunities * funnel a prospect from an opportunity to a sale * determine a client's true motivation * pace a conversation, gain and keep client interest, and maintain control of the conversation * present solutions * deal with a prospect who won't ""follow the script""" |
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| Physical Description: | xiii, 160 pages illustrations 23 cm |
| Bibliography: | Includes bibliographical references and index |
| ISBN: | 0814478158 |
Secrets of closing sales