The Resource Questions that sell : the powerful process for discovering what your customer really wants, Paul Cherry
Questions that sell : the powerful process for discovering what your customer really wants, Paul Cherry
Resource Information
The item Questions that sell : the powerful process for discovering what your customer really wants, Paul Cherry represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in University of Missouri Libraries.This item is available to borrow from 2 library branches.
Resource Information
The item Questions that sell : the powerful process for discovering what your customer really wants, Paul Cherry represents a specific, individual, material embodiment of a distinct intellectual or artistic creation found in University of Missouri Libraries.
This item is available to borrow from 2 library branches.
- Summary
- Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, this book reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price. --
- Language
- eng
- Edition
- Second edition.
- Extent
- 1 online resource
- Note
- Includes index
- Contents
-
- Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't -- or Can't -- Tell You
- ch. 5
- Opening the Floodgates: The Power of Expansion Questions
- ch. 6
- Comparison Questions: Getting Customers to Think Sideways
- ch. 7
- Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires
- ch. 8
- Putting It All Together: From Prospect to Close
- ch. 9
- Machine generated contents note:
- Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
- ch. 10
- Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
- ch. 11
- Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
- ch. 12
- More Problems = More Sales: Questions That Enlarge the Need
- ch. 13
- Questions About BANT: Budget, Authority, Need, and Timing
- ch. 14
- ch. 1
- For Future Sales, Ask About the Past
- ch. 15
- Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
- ch. 16
- Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business
- ch. 17
- Relationship-Building Questions: Creating Intimacy and Trust
- ch. 18
- Accountability Questions: Hold Buyers' Feet to the Fire -- and Have Them Love You for It
- ch. 19
- Few Questions About ... Questions
- Cold Calling Questions That Get Prospects Talking
- ch. 20
- Shots in the Dark: Voice Mail and Email Questions
- ch. 21
- Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
- ch. 22
- Social Selling: Adapting Tried-and-True Questions for a New Medium
- ch. 23
- Keys to the Castle: Questions for Gatekeepers
- ch. 24
- ch. 2
- C-Suite Questions: How to Connect with Top-Level Executives
- ch. 25
- Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
- Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
- ch. 3
- Are You a Partner or a Product Peddler? The Educational Question
- ch. 4
- Isbn
- 9780814438701
- Label
- Questions that sell : the powerful process for discovering what your customer really wants
- Title
- Questions that sell
- Title remainder
- the powerful process for discovering what your customer really wants
- Statement of responsibility
- Paul Cherry
- Subject
-
- BUSINESS & ECONOMICS -- Customer Relations
- BUSINESS & ECONOMICS -- Industrial Management
- BUSINESS & ECONOMICS -- Management
- BUSINESS & ECONOMICS -- Management Science
- BUSINESS & ECONOMICS -- Organizational Behavior
- BUSINESS & ECONOMICS -- Sales & Selling | General
- Customer relations
- Electronic books
- Marketing research
- Marketing research
- Selling
- Selling
- Customer relations
- BUSINESS & ECONOMICS -- Consumer Behavior
- Language
- eng
- Summary
- Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, this book reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price. --
- Assigning source
- Edited summary from book
- Cataloging source
- DLC
- http://library.link/vocab/creatorName
- Cherry, Paul
- Dewey number
- 658.85
- Index
- index present
- LC call number
- HF5438.25
- Literary form
- non fiction
- Nature of contents
- dictionaries
- http://library.link/vocab/subjectName
-
- Selling
- Marketing research
- Customer relations
- BUSINESS & ECONOMICS
- BUSINESS & ECONOMICS
- BUSINESS & ECONOMICS
- BUSINESS & ECONOMICS
- BUSINESS & ECONOMICS
- BUSINESS & ECONOMICS
- BUSINESS & ECONOMICS
- Customer relations
- Marketing research
- Selling
- Label
- Questions that sell : the powerful process for discovering what your customer really wants, Paul Cherry
- Note
- Includes index
- Bibliography note
- Includes bibliographical references and index
- Carrier category
- online resource
- Carrier category code
-
- cr
- Carrier MARC source
- rdacarrier
- Content category
- text
- Content type code
-
- txt
- Content type MARC source
- rdacontent
- Contents
-
- Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't -- or Can't -- Tell You
- ch. 5
- Opening the Floodgates: The Power of Expansion Questions
- ch. 6
- Comparison Questions: Getting Customers to Think Sideways
- ch. 7
- Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires
- ch. 8
- Putting It All Together: From Prospect to Close
- ch. 9
- Machine generated contents note:
- Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
- ch. 10
- Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
- ch. 11
- Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
- ch. 12
- More Problems = More Sales: Questions That Enlarge the Need
- ch. 13
- Questions About BANT: Budget, Authority, Need, and Timing
- ch. 14
- ch. 1
- For Future Sales, Ask About the Past
- ch. 15
- Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
- ch. 16
- Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business
- ch. 17
- Relationship-Building Questions: Creating Intimacy and Trust
- ch. 18
- Accountability Questions: Hold Buyers' Feet to the Fire -- and Have Them Love You for It
- ch. 19
- Few Questions About ... Questions
- Cold Calling Questions That Get Prospects Talking
- ch. 20
- Shots in the Dark: Voice Mail and Email Questions
- ch. 21
- Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
- ch. 22
- Social Selling: Adapting Tried-and-True Questions for a New Medium
- ch. 23
- Keys to the Castle: Questions for Gatekeepers
- ch. 24
- ch. 2
- C-Suite Questions: How to Connect with Top-Level Executives
- ch. 25
- Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
- Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
- ch. 3
- Are You a Partner or a Product Peddler? The Educational Question
- ch. 4
- Control code
- 998752414
- Edition
- Second edition.
- Extent
- 1 online resource
- Form of item
- online
- Isbn
- 9780814438701
- Lccn
- 2017036515
- Media category
- computer
- Media MARC source
- rdamedia
- Media type code
-
- c
- http://library.link/vocab/ext/overdrive/overdriveId
- f9e5cdbb-3457-4e0a-88f9-a0d157eaf041
- Specific material designation
- remote
- System control number
- (OCoLC)998752414
- Label
- Questions that sell : the powerful process for discovering what your customer really wants, Paul Cherry
- Note
- Includes index
- Bibliography note
- Includes bibliographical references and index
- Carrier category
- online resource
- Carrier category code
-
- cr
- Carrier MARC source
- rdacarrier
- Content category
- text
- Content type code
-
- txt
- Content type MARC source
- rdacontent
- Contents
-
- Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't -- or Can't -- Tell You
- ch. 5
- Opening the Floodgates: The Power of Expansion Questions
- ch. 6
- Comparison Questions: Getting Customers to Think Sideways
- ch. 7
- Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires
- ch. 8
- Putting It All Together: From Prospect to Close
- ch. 9
- Machine generated contents note:
- Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills
- ch. 10
- Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them
- ch. 11
- Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up
- ch. 12
- More Problems = More Sales: Questions That Enlarge the Need
- ch. 13
- Questions About BANT: Budget, Authority, Need, and Timing
- ch. 14
- ch. 1
- For Future Sales, Ask About the Past
- ch. 15
- Getting to Yes Without All the Stress: Anxiety-Free Closing Questions
- ch. 16
- Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business
- ch. 17
- Relationship-Building Questions: Creating Intimacy and Trust
- ch. 18
- Accountability Questions: Hold Buyers' Feet to the Fire -- and Have Them Love You for It
- ch. 19
- Few Questions About ... Questions
- Cold Calling Questions That Get Prospects Talking
- ch. 20
- Shots in the Dark: Voice Mail and Email Questions
- ch. 21
- Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline
- ch. 22
- Social Selling: Adapting Tried-and-True Questions for a New Medium
- ch. 23
- Keys to the Castle: Questions for Gatekeepers
- ch. 24
- ch. 2
- C-Suite Questions: How to Connect with Top-Level Executives
- ch. 25
- Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More
- Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep?
- ch. 3
- Are You a Partner or a Product Peddler? The Educational Question
- ch. 4
- Control code
- 998752414
- Edition
- Second edition.
- Extent
- 1 online resource
- Form of item
- online
- Isbn
- 9780814438701
- Lccn
- 2017036515
- Media category
- computer
- Media MARC source
- rdamedia
- Media type code
-
- c
- http://library.link/vocab/ext/overdrive/overdriveId
- f9e5cdbb-3457-4e0a-88f9-a0d157eaf041
- Specific material designation
- remote
- System control number
- (OCoLC)998752414
Subject
- BUSINESS & ECONOMICS -- Customer Relations
- BUSINESS & ECONOMICS -- Industrial Management
- BUSINESS & ECONOMICS -- Management
- BUSINESS & ECONOMICS -- Management Science
- BUSINESS & ECONOMICS -- Organizational Behavior
- BUSINESS & ECONOMICS -- Sales & Selling | General
- Customer relations
- Electronic books
- Marketing research
- Marketing research
- Selling
- Selling
- Customer relations
- BUSINESS & ECONOMICS -- Consumer Behavior
Genre
Member of
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<div class="citation" vocab="http://schema.org/"><i class="fa fa-external-link-square fa-fw"></i> Data from <span resource="http://link.library.missouri.edu/portal/Questions-that-sell--the-powerful-process-for/JVUaq6OeDkE/" typeof="Book http://bibfra.me/vocab/lite/Item"><span property="name http://bibfra.me/vocab/lite/label"><a href="http://link.library.missouri.edu/portal/Questions-that-sell--the-powerful-process-for/JVUaq6OeDkE/">Questions that sell : the powerful process for discovering what your customer really wants, Paul Cherry</a></span> - <span property="potentialAction" typeOf="OrganizeAction"><span property="agent" typeof="LibrarySystem http://library.link/vocab/LibrarySystem" resource="http://link.library.missouri.edu/"><span property="name http://bibfra.me/vocab/lite/label"><a property="url" href="http://link.library.missouri.edu/">University of Missouri Libraries</a></span></span></span></span></div>
