Sales Questions That Close the Sale How to Uncover Your Customers' Real Needs

"What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making ""the pitch"" they forget to ask questions -- or to ask the right questions. This unique book gives salespeople at all levels precise guidance for asking the right questions. It shows them how to: * formulate questions that generate meaningful dialogue and uncover opportunities * funnel a prospect from an opportunity to a sale * determine a client's true motivation * pace a conversation, gain and keep client interest, and maintain control of the conversation * present solutions * deal with a prospect who won't ""follow the script"""Brennan, Charles D. is the author of 'Sales Questions That Close the Sale How to Uncover Your Customers' Real Needs' with ISBN 9780814478158 and ISBN 0814478158.