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

Browsing FIRST CITY UNIVERSITY COLLEGE shelves, Shelving location: FCUC Library, Collection: Open Collection Close shelf browser (Hides shelf browser)

Previous								Next
Previous	658.848095 DUN 1995 Doing business in Asia :	658.85 ALL 1989 Selling: Management And Practice	658.85 BET 1947 How Raised Myself From Failure To Success In Selling	658.85 BRE 1994 Sales questions that close the sale :	658.85 CRO 1996 Managing the big sale :	658.85 EST 1990 Sell Like A Pro; A Buyer Friendly Approach To Sales And Success	658.85 FRA 1959 How To Outsell The Born Salesman	Next

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