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Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits

2006-09 Communication in marketing
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Release : 2006-09
Genre : Communication in marketing
Kind : eBook
Book Rating : 647/5 ( reviews)

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Book Synopsis Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits by : Gerhard Gschwandtner

Download or read book Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits written by Gerhard Gschwandtner. This book was released on 2006-09. Available in PDF, EPUB and Kindle. Book excerpt: Assembles more than 1,000 questions for different sales situation in various industries. This book includes questions for handling openers, objections, closers, and more. It also includes a CD-ROM to help readers customize their own questions.

SPIN® -Selling

2020-04-28 Business & Economics
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Release : 2020-04-28
Genre : Business & Economics
Kind : eBook
Book Rating : 482/5 ( reviews)

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Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham. This book was released on 2020-04-28. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The 250 Sales Questions To Close The Deal

2005-04-01 Business & Economics
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Release : 2005-04-01
Genre : Business & Economics
Kind : eBook
Book Rating : 976/5 ( reviews)

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Book Synopsis The 250 Sales Questions To Close The Deal by : Stephan Schiffman

Download or read book The 250 Sales Questions To Close The Deal written by Stephan Schiffman. This book was released on 2005-04-01. Available in PDF, EPUB and Kindle. Book excerpt: Expert Q&A that wins the deal--every time! The key to more sales is closing more deals--and sales guru Stephan Schiffman knows all the tricks and techniques you need to do just that. Organized in a simple question-and-answer format that allows you to implement new strategies virtually overnight, this new Schiffman classic is a gold mine of practical information for all salespeople--newcomers and veterans alike. The 250 Sales Questions to Close the Deal offers cutting-edge sales questions in six core areas to help you: Initiate contact with prospective clients Build rapport with your customers Help secure the "Next Step" with every prospect Craft customized presentations Cope with setbacks or obstacles Negotiate and finalize the best deals No matter what you're selling--or to whom you're selling it--you'll sell more with Stephan Schiffman by your side!

Sales Questions That Close Every Deal

2006-08-01 Business & Economics
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Release : 2006-08-01
Genre : Business & Economics
Kind : eBook
Book Rating : 884/5 ( reviews)

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Book Synopsis Sales Questions That Close Every Deal by : Gerhard Gschwandtner

Download or read book Sales Questions That Close Every Deal written by Gerhard Gschwandtner. This book was released on 2006-08-01. Available in PDF, EPUB and Kindle. Book excerpt: SELLING POWER AND MCGRAW-HILL-PARTNERS IN SALES SUCCESS The two leaders in sales publishing team up to bring you an unprecedented library of advice, techniques, and wisdom from the top minds in sales. It's hard to sell to someone if you don't know what they need-which is why you need to ask the right questions at the right time. This book assembles more than 1,000 questions for any sales situation in any industry. The key: They're written to be friendly, appropriate, and thorough-which makes for more efficient, professional probing. 80 percent of all salespeople do not prepare a list of carefully phrased questions in advance of a sales call; this book provides a quick reference of proven questions Includes questions for handling openers, objections, closers, and more Includes a CD-ROM so readers can customize their own questions

The Science of Selling

2022-02-08 Business & Economics
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Release : 2022-02-08
Genre : Business & Economics
Kind : eBook
Book Rating : 333/5 ( reviews)

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Book Synopsis The Science of Selling by : David Hoffeld

Download or read book The Science of Selling written by David Hoffeld. This book was released on 2022-02-08. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

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