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Questions That Sell
- The Powerful Process for Discovering What Your Customer Really Wants, Second Edition
- Narrated by: Patrick Lawlor
- Length: 8 hrs and 14 mins
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Publisher's summary
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.
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- Narrated by: Joyce Bean
- Length: 5 hrs and 14 mins
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Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
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Practical and insightful
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The Accidental Salesperson
- How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve
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Not all salespeople plan on a career in sales. Often, sales chooses them and suddenly they find themselves in a profession they aren't fully prepared for. The Accidental Salesperson is the answer, providing the advice and inspiration they need to master the essentials and hit the ground running. Fully updated to reflect the changes in the marketplace, the second edition provides a much-needed roadmap anyone can use to excel in sales.
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First Day Confidence
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The Stay Interview
- A Manager's Guide to Keeping the Best and Brightest
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- Narrated by: Tim Andres Pabon
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This practical guide introduces managers to a powerful new engagement and retention tool: the stay interview. Smart companies have begun conducting these periodic reviews in order to discover why their important talent might leave and to solve any problems before they actually quit.
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Great advice.
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The 25 Most Common Sales Mistakes and How to Avoid Them
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- Narrated by: Michael Ferreri
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Noted sales trainer Stephan Schiffman, the famous master of cold calls and sales techniques, provides bite-sized tips on correcting common sales problems, using the same nuggets-of-advice format as in many of his other books!
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Distilled value.
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Good in a Room
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Business consultant and former MGM director of creative affairs Stephanie Palmer reveals the techniques used by Hollywood's top writers, producers, and directors to get financing for their projects and explains how you can apply these techniques to be more successful in your own high-stakes meetings.
As Palmer has found, the strategies used to sell yourself and your ideas in Hollywood not only work in other businesses, they often work better.
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Much Too General to Be Useful
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High Trust Selling
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A Wall Street Journal best seller! There is a major difference between being a salesperson in business and being in business as a salesperson. Being successful in sales has a lot to do with what's on the inside of a person, and the person's ability to establish and foster loyal relationships.
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The Core Foundation For Sales Success
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
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Combo Prospecting
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How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.
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Excellent Book
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Scale
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Business owners want growth but fear it will take over their lives. Surprisingly, the only way to truly grow your company is to reduce its reliance on you - to scale. Jeff Hoffman and David Finkel offer a blueprint to rapidly grow your business while also gaining more freedom. Based on their own experiences starting, scaling, and effectively exiting from multiple successful companies, they provide seven clear principles that will help you determine the best strategy for growth in your company.
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All stuff no fluff
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Great on the Job
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Do you always get the assignments you want? Do you know how to ask for help without sounding dumb? How to answer a question you don’t know the answer to? All the while sounding smart, capable, and competent? If the answer is no, you’re not alone. Jodi Glickman founded the communication consulting firm Great on the Job to help rising stars of the business world with the same issues. Now, for the first time, the training program that Jodi uses with her top-tier clients is available in book form. Great on the Job teaches people how to talk to one another at work, every day, in every situation....
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Never thought about learning this…
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How to Master the Art of Selling Financial Services
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Whether you're a financial services expert or novice, you understand the business. You've worked hard to gain your product knowledge. You study industry trends. But do you know how to talk to clients so they'll listen? The How to Master the Art of Selling Financial Services live audio seminar shows you how to gain the trust of others quickly and get them to like you, take your advice, and become long-term clients, which is the foundation for every successful business.
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better stuff for free on YouTube from
- By milos Vranic on 08-10-17
By: Tom Hopkins
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What listeners say about Questions That Sell
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Jaydaniel Castro
- 10-10-21
best sales book
I haven't listened to such a good sales book in a while, really goes in detail and gives tons of gems you can apply now
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- Andre Zita
- 09-02-22
Hit the nail on the head
This is more than a how-to book. Paul really walks you through this customer-focus sales process while expanding on the meta framework that gives context and relevance when navigating through the different sales stages.
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- ywj
- 03-13-20
PROMOTION MATERIAL
This is more like a book promoting other sales book authors and their own books !
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- GH
- 01-22-18
Interesting for a novice
This is a great resource for someone leaning the art of questioning. For someone who has done a great deal of customer interaction, there is nothing in this book to help you. Its a good codification of lessons of hard knocks.
I would recommend getting the paperback. Also, the book would have benefited from a PDF that summarizes all the areas and question types. It's okay for early career people, but the grizzled veteran should pass.
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7 people found this helpful
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- Matlock
- 03-30-22
Please Fix The Chapters
The chapters based off what is said vs what shows up on the screen are different. Becomes frustrating when going back through the book or assigned a certain chapter and it’s the wrong one because everything is off. Please fix!!
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- AC
- 01-03-18
I found myself fast forwarding more that listening
Inthis book, the author seems more interested in telling the reader how the questions work rather than actually listing the questions out.
I found myself fast-forwarding through the entire book just to get to the questions that I wanted to retrieve.
There is far too much explanation in this book and not enough substance about rhe subject matter; questions.
If you're going to write a book about questions, perhaps the questions should be the title of the chapters and the first thing that comes up in each chapter rather than explaining what everything is then giving you a couple examples in the middle or the end.
There really is no consistency or no outline followed in this book making it very difficult to listen to as an audio version
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7 people found this helpful
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- Anonymous User
- 07-22-23
Get SPIN Selling instead
It's good because it recycles ideas from SPIN Selling. Other than that....well, the narration and the story format are engaging.
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Overall
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Performance
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Story
- Casey
- 01-02-24
Repetitive
This book beat around the bush a lot, and seem to circle around and repeat itself on points over and over and over. There are tidbits here and there. If you have a solid base of knowledge in the sales industry, this book will be a waste of money for you.
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