Open-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It (BUSINESS BOOKS) - Softcover
Synopsis
Build stronger relationships with customers through the OPEN Questioning technique
By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.
This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.
"synopsis" may belong to another edition of this title.
About the Authors
Jeff Gee is a popular motivational speaker and trainer with over 20 years' experience.
Val Gee is an instructional designer, an ordained priest, and a regular contributor to Training magazine.
From the Back Cover
ASK, AND YOU SHALL SELL.
How do you convince customers that you have what they're looking for? Good
question. The answer, according to top consultants Jeff and Val Gee, is
knowing the right questions to ask. In any relationship, back-and-forth
communication encourages a free exchange of ideas, opinions, problems, and
needs-and leads to mutual understanding and real solutions. But how do you
get your clients to open up? It's easy-with OPEN Question Selling. It's a
proven, step-by-step technique that you can put into action immediately, in
any situation, to build strong connections-and sell your products and
services.
Master the 4 OPEN Questions:
OPERATIONAL QUESTIONS help you understand your clients' situation.
PROBING QUESTIONS uncover your clients' biggest problems.
EFFECT QUESTIONS explode the problem into other areas of business.
NAIL DOWN QUESTIONS direct clients toward discovering your solution
With 100 sample questions and "Skills Coaching" exercises, this easy-to-use
handbook will show you how to be more comfortable with your clients, feel
more confident in your business transactions, and be in control of your
career. Best of all, you'll seal the deal, make the sale-and keep everyone
happy
"About this title" may belong to another edition of this title.
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OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale. by Knowing What to Ask and When to Ask It
Published by
McGraw Hill (edition 1), 2007
ISBN 10: 0071484728
ISBN 13: 9780071484725
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OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale. by Knowing What to Ask and When to Ask It
Published by
McGraw-Hill Education, 2007
ISBN 10: 0071484728
ISBN 13: 9780071484725
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