Want to spend more time closing deals and less time worrying about them?. START WITH THE RIGHT QUESTIONS.. .
It's true: failure to uncover your sales prospect's specific needs through effective questioning can kill your closing. "Sales Questions That Close Every Deal" features appropriate, friendly, and penetrating questions drawn from top sales forces, including ATAndT, Blue Cross/Blue Shield, GM, E.F. Hutton, Isuzu, Paine Webber, and many others..
Organized by tab for easy access, this hands-on resource tells you exactly what questions to use for every step in the sales process, including: . .
* Opening the sale * Qualifying prospects * Probing for needs * Presenting * Handling objections * Closing the sale * Upselling * Referrals * Follow-ups.
SELLING POWER AND MCGRAW-HILL-PARTNERS IN SALES SUCCESS
The two leaders in sales publishing team up to bring you an unprecedented library of advice, techniques, and wisdom from the top minds in sales.
It's hard to sell to someone if you don't know what they need-which is why you need to ask the right questions at the right time. This book assembles more than 1,000 questions for any sales situation in any industry. The key: They're written to be friendly, appropriate, and thorough-which makes for more efficient, professional probing.80 percent of all salespeople do not prepare a list of carefully phrased questions in advance of a sales call; this book provides a quick reference of proven questions Includes questions for handling openers, objections, closers, and more Includes a CD-ROM so readers can customize their own questions
