White Paper

75 Best Questions to Close More Business

 
“Have you ever faced a situation where the sale seemed to be just about sealed, only to stall at the last minute? Or you had great rapport with your contact, but at the last minute another influence came in and derailed the whole thing? Or your prospects decide they simply don’t need change right now? How do you make them see the value of your service, not just the price tag? You do it by asking questions that expand your customer’s mindset, which in turn helps him to realize the value of your solution - BUT how will you know what to ask?

Why do we ask questions, anyway? More to the point, why don’t we ask enough questions — important questions?

Like many salespeople, you may be nervous about asking questions for fear of asking the wrong ones, or worse, getting answers you don’t want to hear. You don’t always know what to ask, and silence makes you even more nervous.”

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Paul Cherry is the founder and president of Performance Based Results (www.pbresults.com). He has worked with more than 1,200 clients including Johnson & Johnson, BlueCross, Philips, DOW, Hilton, Wells Fargo, US Department of Energy. 92% of clients realize a 10 times return-on-investment. Mr. Cherry is recognized as the leading authority on client engagement strategies.

Agenda

Faculty

Paul Cherry

Paul Cherry

Performance Based Results

  • Founder and president of Performance Based Results (www.pbresults.com)
  • Worked with more than 1,200 clients including Johnson & Johnson, BlueCross, Philips, DOW, Hilton, Wells Fargo, US Department of Energy
  • 92% of clients realize a 10 times return-on-investment
  • Recognized as the leading authority on client engagement strategies, he wrote AMA-COM’s top selling sales book, Questions That Sell: The Powerful Process to Discover What Your Customer Really Wants and Questions That Get Results: Innovative Ideas Managers Can Use to Improve their Teams Performance (John Wiley)
  • Wrote The Closer: Be the Successful Sales Pro: Steal the Lead, Seal the Deal
  • Published more than 250 articles
  • Featured in Investor’s Business Daily, Selling Power, Kiplinger's, and INC. magazine
  • Can be contacted at 302-478-4443 or [email protected]
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75 Best Questions to Close More Business

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