Publisher's Synopsis
A good question is the salesperson's single most powerful tool, one that can be powerfully used in every stage of the sales process, from making appointments to closing the sale to following up afterwards; yet, most salespeople are ill-equipped to use this powerful tool effectively. As a result, they find themselves dealing with "price" issues and wondering why the customer purchased from someone else. QUESTION YOUR WAY TO SALES SUCCESS will transform the way salespeople think and operate by offering specific, practical advice on how to ask "better sales questions." A powerfully asked question... · Is your primary tool for collecting deeper and more detailed information about your customer. · Can make your customer think about what you want him or her to think about. · Is an effective tool to create the perception of your competence in your customer's mind. · Is your primary tool for gaining agreement from your customer. Learn how to use the techniques that separate the superstar salespeople from the mediocre.
