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Paul Cherry – Questions That Sell (2nd Edition)

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Ask the questions — and get the sale. As a salesperson your product knowledge is extensive, but that’s not enough. If you 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 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
• Reinvigorate a stale relationship
• Soothe anxious buyers
• Accelerate the decision process
• Upsell and cross-sell so you no longer leave money on the table
• Prospect for new business
• Pose intriguing questions to position yourself as a thought-leader on social media
• Turn social media contacts into active sales leads
• Identify dead-end opportunities
• Secure referrals
• And more

Success is yours for the asking. Smart questioning will get you there.


From the Back Cover

The “hard sell” is as dead as the dinosaurs in today’s marketplace. More often than not, the sales professional who uses pressure and hype is going to leave empty-handed. The real secret to successful selling is getting to know who your customers are, and what they really want and need. When you ask them the right questions, you’ll build strong business relationships, uncover potential concerns, move past objections, and open up exciting new opportunities. And, ultimately, you will make the sale.

Questions that Sell is an indispensable addition to your toolkit, no matter what your product or service. Paul Cherry’s invaluable handbook is more essential than ever before, with even more practical, hands-on content that covers a broader range of tactical sales situations. A wealth of fresh topics, techniques, and information has also been added to this updated second edition, including new questions that will: Get prospects talking during cold calls • Soothe angry, dissatisfied, and anxious buyers • Lead to quicker decisions • Secure referrals • Comfortably address delicate subjects • Reinvigorate a sales relationship that has gone stale • Generate discussion and position yourself as a thought leader at networking events and on social media forums.

In a highly competitive marketplace, the right questions will enable the buyer to see you as a problem solver rather than a product peddler—while asking the wrong ones can kill a deal instantly. Success today depends on a lot more than just a good knowledge of and faith in what you’re selling. Questions that Sell can be the one sales tool that makes all the difference.

Advance Praise for Questions that Sell:

“Questions that Sell is the best book on questioning I have ever read and I think I have read them all. Paul knows more about great questions and how to create them than anyone I know. I recommend Paul’s book to every person we train because it is a spectacular reference book on a topic that many people need to be better at. Questions that Sell is a book every salesperson should read.” — Jerry Acuff, CEO, Delta Point, Inc.

“Questions that Sell is an invaluable customer engagement resource. This book will give you and your sales team powerful ideas for creating emotional connections that will drive exponential sales growth. Regardless of your selling style, Questions that Sell will improve your performance through better and more effective questions in order to achieve greater sales success.”— Jon Webb, National Accounts Director, IPS

PAUL CHERRY is President and CEO of Performance Based Results (, an international sales and leadership training organization, and the author of Questions That Get Results. He’s worked with more than 1,200 clients in every major industry and has been featured in hundreds of publications including Kiplinger’s, Investor’s Business Daily, and Inc. magazine.


Print Length: 241 pages
Page Numbers Source ISBN: 0814438709
Publisher: AMACOM; 2 edition (December 7, 2012)
Publication Date: November 27, 2012
Language: English

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