Questions that sell : the powerful process for discovering what your customer really wants /

Main Author: Cherry, Paul.
Format: Book
Language:English
Published: New York : AMACOM, ©2006.
Subjects:
Online Access:http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=148970
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100 1 |a Cherry, Paul. 
245 1 0 |a Questions that sell :  |b the powerful process for discovering what your customer really wants /  |c Paul Cherry. 
260 |a New York :  |b AMACOM,  |c ©2006. 
300 |a 1 online resource (vii, 181 pages) :  |b illustrations 
500 |a Includes index. 
505 0 |a Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action. 
650 0 |a Selling. 
650 0 |a Marketing research. 
650 0 |a Customer relations. 
650 7 |a BUSINESS & ECONOMICS  |x Marketing  |x General. 
650 7 |a BUSINESS & ECONOMICS  |x Distribution. 
650 7 |a Customer relations. 
650 7 |a Marketing research. 
856 4 0 |a Selling.  |u http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=148970 
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