Sales Questions That Close The Sale
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Sales Questions that Close the Sale
Author | : Charles D. Brennan |
Publisher | : Amacom Books |
Total Pages | : 180 |
Release | : 1994 |
Genre | : Business & Economics |
ISBN | : 9780814478158 |
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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""" "
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