A book recommendation from Dan Beaulieu:
Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
By Paul Cherry
Copyright 2018 Amacon
Price $ 17.95
Pages: 227 and Index
The one book to read and study if you truly want to know who your customer is.
This is a great book to help sales people learn how to win over their customers and an even better book for helping companies particularly their inside sales people on how to turn their customers into customers for life.
Creating a customer-focused company is all about knowing everything possible about your customers and the best way to find out everything about your customers is to ask them.
Author Paul Cherry who is President and CEO of one of the country’s foremost sales and leadership training organization shows his complete mastery the art of the question in this book. He focused not only on the right questions to ask in the appropriate situations but also how to ask those questions, the right time, the right place and even the right pace of questioning. He makes us realized that questioning is an art, a craft that must be studied and perfected.
Have you ever been in any of these situations?
- You’re talking to a prospect and you need to stop talking and get her talking. How do you do that?
- You’re in deep trouble with a customer. Your company has really screwed up this time and that customer is really mad. How do you handle that situation with questions that will not only start getting to the heart of the matter and solving the problem but also calm the customer down as well?
- Or you have to tell you customer that if that if they don’t start paying you will have to cut them off, or other touchy messages that we in sales get to deliver?
- Or having to find out if you are going to get that big order that they are awarding next month, but you need to know now because it is so vital to your company?
- Or you know that the buyer is stalling you for some reason but you don’t know why, and its your job to find out why?
Besides demonstrating to the reader how to handle these situations and many more, the author also provides lists of actual questions designed to help you develop your on line of questioning for all of these situations and many more. In fact, just about every situation you can come up against.
Basically, everything you need know about asking questions that not only help you sell but more importantly develop a long-lasting and productive relationship with your customers is in this book.
I would urge anyone interested in their customers and knowing everything about them should read this book. If you truly want to know who’s your customers, this is the one book you should make sure to buy and read.
