Coverart for item
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

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
Creator
Author
Subject
Genre
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. --
Member of
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
Instantiates
Publication
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
Publication
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

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