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Questions That Sell - The Powerful Process for Discovering What Your Customer Really Wants (Paperback, Second Edition)
Loot Price: R373
Discovery Miles 3 730
You Save: R127
(25%)
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Questions That Sell - The Powerful Process for Discovering What Your Customer Really Wants (Paperback, Second Edition)
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List price R500
Loot Price R373
Discovery Miles 3 730
You Save R127 (25%)
Expected to ship within 12 - 17 working days
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Your product knowledge is extensive. You know its features and
benefits inside out. And you are prepared for any question your
customer may ask you about it. But the most important questions
that need to be asked during a sales meeting are not about the
product, but about the customer. If you, the salesperson, fail to
ask the right questions--the ones that uncover a customer's real
needs--you will never close the deal.Questions that Sell reveals
advanced questioning techniques that will help you learn your
customer's true needs and as a result allow you to sell your
products or services based on value to the customer, rather than
price--and increase your success rate as a result.Packed with
powerful examples, exercises, and hundreds of sample questions for
a wide range of buyer interactions, the revised and updated second
edition now includes new material on how to:* Use questions to
qualify prospects (without insulting them)* Discover hidden
customer needs and motivations* Raise delicate questions* Overcome
stalls* Identify dead-end opportunities* Turn social media contacts
into active sales leads* And more!Your next sale doesn't have to
depend on the customer. Success is yours for the asking!
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