The Sales Question Book

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The Sales Question Book

Author : Gerhard Gschwandtner
Publisher :
ISBN 13 : 9781600375064
Total Pages : 0 pages
Book Rating : 4.3/5 (75 download)

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Book Synopsis The Sales Question Book by : Gerhard Gschwandtner

Download or read book The Sales Question Book written by Gerhard Gschwandtner and published by . This book was released on 2008-09 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Sales Question Book is the only way to take the guesswork out of selling. With more than 1,000 questions at your fingertips, you can select from 101 ways to open a sale, 59 tested questions for handling objections and 169 irresistible closing questions. Extensive interviews with top sales producers have proven that an effective questioning strategy can almost guarantee a sale. These top salespeople have confirmed that knowing the right questions has helped them earn in excess of $250,000 a year. This easy-to-read, easy-to-use 3-ring-binder sales tool will show you the right questions to ask every time. * Establish good rapport quickly. * Upsell smoothly. * Discover your prospect's expectations easily. * Use trial closes with confidence. * Obtain new leads with referral questions that work. Put the selling power of questions to work for you!

The Sales Question Book

Author : Gerhard Gschwandtner
Publisher :
ISBN 13 : 9780939613007
Total Pages : 115 pages
Book Rating : 4.6/5 (13 download)

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Book Synopsis The Sales Question Book by : Gerhard Gschwandtner

Download or read book The Sales Question Book written by Gerhard Gschwandtner and published by . This book was released on 1986-11-01 with total page 115 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Secrets of Question-Based Selling

Author : Thomas Freese
Publisher : Sourcebooks, Inc.
ISBN 13 : 1402287534
Total Pages : 441 pages
Book Rating : 4.4/5 (22 download)

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Book Synopsis Secrets of Question-Based Selling by : Thomas Freese

Download or read book Secrets of Question-Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Sales Questions that Close the Sale

Author : Charles D. Brennan
Publisher : Amacom Books
ISBN 13 : 9780814478158
Total Pages : 180 pages
Book Rating : 4.4/5 (781 download)

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Book Synopsis Sales Questions that Close the Sale by : Charles D. Brennan

Download or read book Sales Questions that Close the Sale written by Charles D. Brennan and published by Amacom Books. This book was released on 1994 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making ""the pitch"" they forget to ask questions - or to ask the right questions. This unique book gives salespeople at all levels precise guidance for asking the right questions. It shows them how to: * formulate questions that generate meaningful dialogue and uncover opportunities * funnel a prospect from an opportunity to a sale * determine a client's true motivation * pace a conversation, gain and keep client interest, and maintain control of the conversation * present solutions * deal with a prospect who won't ""follow the script""" "

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The Sales Question Book

Author : Gerhard Gschwandtner
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (861 download)

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Book Synopsis The Sales Question Book by : Gerhard Gschwandtner

Download or read book The Sales Question Book written by Gerhard Gschwandtner and published by . This book was released on 1986 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Question Your Way to Sales Success

Author : Dave Kahle
Publisher : Red Wheel/Weiser
ISBN 13 : 160163806X
Total Pages : 178 pages
Book Rating : 4.6/5 (16 download)

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Book Synopsis Question Your Way to Sales Success by : Dave Kahle

Download or read book Question Your Way to Sales Success written by Dave Kahle and published by Red Wheel/Weiser. This book was released on 2008-08-15 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn the powerful questions to ask that separate the mediocre salespeople from the superstars. A good question is a salesperson’s most powerful tool, one that can be used in every stage of the sales process, from making appointments to closing the sale. Yet, most salespeople are ill-equipped to use this tool effectively. As a result, they deal with price issues, and wonder why the customer purchased from someone else. Question Your Way to Sales Success will transform the way you think and operate by offering specific, practical advice on how to ask better sales questions. A powerfully asked question . . . •Collects deeper and more detailed information about your customer •Makes your customer think about what you want him or her to think about •Creates the perception of your competence in your customer’s mind •Gains agreement from your customer—and clinches the deal

Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071478647
Total Pages : 282 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits by : Gerhard Gschwandtner

Download or read book Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2006-09 with total page 282 pages. Available in PDF, EPUB and Kindle. Book excerpt: Assembles more than 1,000 questions for different sales situation in various industries. This book includes questions for handling openers, objections, closers, and more. It also includes a CD-ROM to help readers customize their own questions.

They Ask, You Answer

Author : Marcus Sheridan
Publisher : John Wiley & Sons
ISBN 13 : 1119610141
Total Pages : 357 pages
Book Rating : 4.1/5 (196 download)

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Book Synopsis They Ask, You Answer by : Marcus Sheridan

Download or read book They Ask, You Answer written by Marcus Sheridan and published by John Wiley & Sons. This book was released on 2019-08-06 with total page 357 pages. Available in PDF, EPUB and Kindle. Book excerpt: The revolutionary guide that challenged businesses around the world to stop selling to their buyers and start answering their questions to get results; revised and updated to address new technology, trends, the continuous evolution of the digital consumer, and much more In today’s digital age, the traditional sales funnel—marketing at the top, sales in the middle, customer service at the bottom—is no longer effective. To be successful, businesses must obsess over the questions, concerns, and problems their buyers have, and address them as honestly and as thoroughly as possible. Every day, buyers turn to search engines to ask billions of questions. Having the answers they need can attract thousands of potential buyers to your company—but only if your content strategy puts your answers at the top of those search results. It’s a simple and powerful equation that produces growth and success: They Ask, You Answer. Using these principles, author Marcus Sheridan led his struggling pool company from the bleak depths of the housing crash of 2008 to become one of the largest pool installers in the United States. Discover how his proven strategy can work for your business and master the principles of inbound and content marketing that have empowered thousands of companies to achieve exceptional growth. They Ask, You Answer is a straightforward guide filled with practical tactics and insights for transforming your marketing strategy. This new edition has been fully revised and updated to reflect the evolution of content marketing and the increasing demands of today’s internet-savvy buyers. New chapters explore the impact of technology, conversational marketing, the essential elements every business website should possess, the rise of video, and new stories from companies that have achieved remarkable results with They Ask, You Answer. Upon reading this book, you will know: How to build trust with buyers through content and video. How to turn your web presence into a magnet for qualified buyers. What works and what doesn’t through new case studies, featuring real-world results from companies that have embraced these principles. Why you need to think of your business as a media company, instead of relying on more traditional (and ineffective) ways of advertising and marketing. How to achieve buy-in at your company and truly embrace a culture of content and video. How to transform your current customer base into loyal brand advocates for your company. They Ask, You Answer is a must-have resource for companies that want a fresh approach to marketing and sales that is proven to generate more traffic, leads, and sales.

Sell Or Be Sold

Author : Grant Cardone
Publisher : Greenleaf Book Group
ISBN 13 : 1608322904
Total Pages : 281 pages
Book Rating : 4.6/5 (83 download)

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Book Synopsis Sell Or Be Sold by : Grant Cardone

Download or read book Sell Or Be Sold written by Grant Cardone and published by Greenleaf Book Group. This book was released on 2011 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.

Get to the Point!

Author : Joel Schwartzberg
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1523094125
Total Pages : 129 pages
Book Rating : 4.5/5 (23 download)

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Book Synopsis Get to the Point! by : Joel Schwartzberg

Download or read book Get to the Point! written by Joel Schwartzberg and published by Berrett-Koehler Publishers. This book was released on 2017-10-16 with total page 129 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this indispensable guide for anyone who must communicate in speech or writing, Schwartzberg shows that most of us fail to convince because we don't have a point-a concrete contention that we can argue, defend, illustrate, and prove. He lays out, step-by-step, how to develop one. In Joel's Schwartzberg's ten-plus years as a strategic communications trainer, the biggest obstacle he's come across-one that connects directly to nervousness, stammering, rambling, and epic fail-is that most speakers and writers don't have a point. They typically have just a title, a theme, a topic, an idea, an assertion, a catchphrase, or even something much less. A point is something more. It's a contention you can propose, argue, defend, illustrate, and prove. A point offers a position of potential value. Global warming is real is not a point. Scientific evidence shows that global warming is a real, human-generated problem that will have a devastating environmental and financial impact is a point. When we have a point, our influence snaps into place. We communicate belief, conviction, and urgency. This book shows you how to identify your point, leverage it, stick to it, and sell it and how to train others to identify and successfully make their own points.

The Science of Selling

Author : David Hoffeld
Publisher : Penguin
ISBN 13 : 0143129333
Total Pages : 289 pages
Book Rating : 4.1/5 (431 download)

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Book Synopsis The Science of Selling by : David Hoffeld

Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

DISCOVER Questions(tm) Get You Connected

Author : Debra Calvert
Publisher :
ISBN 13 : 9780989737913
Total Pages : pages
Book Rating : 4.7/5 (379 download)

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Book Synopsis DISCOVER Questions(tm) Get You Connected by : Debra Calvert

Download or read book DISCOVER Questions(tm) Get You Connected written by Debra Calvert and published by . This book was released on 2014-04-15 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: The accompanying workbook for the DISCVOER Questions(tm) Workshop for selling professionals.

The Psychology of Selling

Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)

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Book Synopsis The Psychology of Selling by : Brian Tracy

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Power Questions

Author : Andrew Sobel
Publisher : John Wiley & Sons
ISBN 13 : 1118119630
Total Pages : 231 pages
Book Rating : 4.1/5 (181 download)

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Book Synopsis Power Questions by : Andrew Sobel

Download or read book Power Questions written by Andrew Sobel and published by John Wiley & Sons. This book was released on 2012-02-07 with total page 231 pages. Available in PDF, EPUB and Kindle. Book excerpt: An arsenal of powerful questions that will transform every conversation Skillfully redefine problems. Make an immediate connection with anyone. Rapidly determine if a client is ready to buy. Access the deepest dreams of others. Power Questions sets out a series of strategic questions that will help you win new business and dramatically deepen your professional and personal relationships. The book showcases thirty-five riveting, real conversations with CEOs, billionaires, clients, colleagues, and friends. Each story illustrates the extraordinary power and impact of a thought-provoking, incisive power question. To help readers navigate a variety of professional challenges, over 200 additional, thought-provoking questions are also summarized at the end of the book. In Power Questions you’ll discover: The question that stopped an angry executive in his tracks The sales question CEOs expect you to ask versus the questions they want you to ask The question that will radically refocus any meeting The penetrating question that can transform a friend or colleague’s life A simple question that helped restore a marriage When you use power questions, you magnify your professional and personal influence, create intimate connections with others, and drive to the true heart of the issue every time.

Questions that Sell

Author : Paul Cherry
Publisher : HarperChristian + ORM
ISBN 13 : 0814438717
Total Pages : 242 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Questions that Sell by : Paul Cherry

Download or read book Questions that Sell written by Paul Cherry and published by HarperChristian + ORM. This book was released on 2017-12-07 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result. In Questions That Sell, Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.

Emotional Intelligence for Sales Success

Author : Colleen Stanley
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814430295
Total Pages : 226 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Emotional Intelligence for Sales Success by : Colleen Stanley

Download or read book Emotional Intelligence for Sales Success written by Colleen Stanley and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why do salespeople frequently fail to execute-even when they know what they should do?