Product Description

Simply knowing the right questions to ask can make the difference between finalising a sale or losing it. By tapping into their customers' real needs, finding out what problems they need solved, and how a product or service can work for them, sales professionals can close more sales, faster. But knowing what questions to ask is far easier said than done. "Questions That Sell" provides readers with powerful examples, exercises, and hundreds of sample questions to help them connect with customers and increase their bottom line.

Product Details

• Amazon Sales Rank: #650 in Books
• Published on: 2006-03-10
• Original language: English
• Binding: Paperback
• 192 pages

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.

Customer Reviews

Questions That Sell
Finally, a sales guide that gets right to the point. I've read so many of these sales and marketing texts that lead the reader through a series of generalized statement such as "get to understand your clients needs" or "know who buys your products". These are pretty obvious statements in my mind. Of course, getting to know my customer's needs are going to help my business. It only makes sense that I will sell more if people actually need what I am selling. But how do I find out who my customers are, what is really important to them, and most importantly how do I get them to buy from me rather than from my competitors?

Questions That Sell is the answer. This book gives detailed examples of real questions to use to engage a potential client so that you can actually find out what they need, what their current problems with your competitor are, and how willing they would be to buy your product. I particularly liked the sections on how to determine whether the individual talking to you really wants you to phone back tomorrow or if he or she is just trying to let you down easy, how to determine if you are talking to someone who can actually make a buying decision, and ways to move along clients wanting to sit on the fence.

the best sales book ever
I would give the book 10 stars if I could. As a sales trainer I have read over 200 books on sales methodology. This book, is hands down the most practical,and useable sales book that I have ever read. I was so pleased with the practicality of the book that I spoke to the author and will be bringing him up to canada to share his message with business owners that I deal with. We are all busy but this book is well worth the read, this book can make an immediate difference in the number of a sales that you will close this week. So here's my question, what are you waiting for?, read this book and use it this week.

Paul Cherry is a Brian Tracy on Steroids
I have studied sales guru's over the past 20 years. I've never found anyone to have information that's as relevent in today's consultative market as Paul Cherry. Getting to the heart of the problem is the first key to getting the sale. When you understand that you simply fix the problem, the rest is paperwork. Paul illustrates the idea better than anyone. Asking the right questions gets the right answers which is...the key to fort knox.

Thanks Paul!