Sales questions that close the sale : : how to uncover your customers' real needs / / Charles D. Brennan, Jr.

By:

Brennan, Charles D

Material type: Text

TextPublication details: New York : : AMACOM, , c1994.Description: xiii, 160 p. : : ill. ; ; 23 cmISBN:

0814478158

Subject(s):

Selling

Summary: What's the best way for you to find out what a prospective customer needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits-hawking and making a "pitch" that they forget to ask customers questions - or to ask them the right questions. This quick-to-read guide offers precise guidance on asking prospects appropriate and effective sales questions. You'll learn how to formulate questions that generate meaningful dialogue and uncover opportunities; channel 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; and deal with a prospect who won't "follow the script".

Average rating: 0.0 (0 votes)

Holdings ( 1 )
Title notes ( 3 )

Holdings
Item type	Current library	Home library	Collection	Shelving location	Call number	Status	Date due	Barcode	Item holds
Open Collection	FIRST CITY UNIVERSITY COLLEGE	FIRST CITY UNIVERSITY COLLEGE	Open Collection	FCUC Library	658.85 BRE 1994 (Browse shelf(Opens below))	Available		00002419

Total holds: 0

Includes index.

What's the best way for you to find out what a prospective customer needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits-hawking and making a "pitch" that they forget to ask customers questions - or to ask them the right questions. This quick-to-read guide offers precise guidance on asking prospects appropriate and effective sales questions. You'll learn how to formulate questions that generate meaningful dialogue and uncover opportunities; channel 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; and deal with a prospect who won't "follow the script".

15476