OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It
Series: BUSINESS BOOKS;
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Product details:
- Publisher McGraw Hill
- Date of Publication 16 June 2007
- ISBN 9780071484725
- Binding Paperback
- No. of pages240 pages
- Size 200x127x16 mm
- Weight 245 g
- Language English 0
Categories
Short description:
ASK, AND YOU SHALL SELL.
How do you convince customers that you have what they're looking for? Good question. The answer, according to top consultants Jeff and Val Gee, is knowing the right questions to ask. In any relationship, back-and-forth communication encourages a free exchange of ideas, opinions, problems, and needs-and leads to mutual understanding and real solutions. But how do you get your clients to open up? It's easy-with OPEN Question Selling. It's a proven, step-by-step technique that you can put into action immediately, in any situation, to build strong connections-and sell your products and services.
Master the 4 OPEN Questions:
OPERATIONAL QUESTIONS help you understand your clients' situation.
PROBING QUESTIONS uncover your clients' biggest problems.
EFFECT QUESTIONS explode the problem into other areas of business.
NAIL DOWN QUESTIONS direct clients toward discovering your solution
With 100 sample questions and “Skills Coaching” exercises, this easy-to-use handbook will show you how to be more comfortable with your clients, feel more confident in your business transactions, and be in control of your career. Best of all, you'll seal the deal, make the sale-and keep everyone happy.
MoreLong description:
Build stronger relationships with customers through the OPEN Questioning technique
By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.
This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.
Build stronger relationships with customers through the OPEN Questioning technique
By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.
This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.
MoreTable of Contents:
ASK, AND YOU SHALL SELL.
How do you convince customers that you have what they're looking for? Good question. The answer, according to top consultants Jeff and Val Gee, is knowing the right questions to ask. In any relationship, back-and-forth communication encourages a free exchange of ideas, opinions, problems, and needs-and leads to mutual understanding and real solutions. But how do you get your clients to open up? It's easy-with OPEN Question Selling. It's a proven, step-by-step technique that you can put into action immediately, in any situation, to build strong connections-and sell your products and services.
Master the 4 OPEN Questions:
OPERATIONAL QUESTIONS help you understand your clients' situation.
PROBING QUESTIONS uncover your clients' biggest problems.
EFFECT QUESTIONS explode the problem into other areas of business.
NAIL DOWN QUESTIONS direct clients toward discovering your solution
With 100 sample questions and “Skills Coaching” exercises, this easy-to-use handbook will show you how to be more comfortable with your clients, feel more confident in your business transactions, and be in control of your career. Best of all, you'll seal the deal, make the sale-and keep everyone happy.
More
