Questions The Answer to Sales
How To Ask The Best Questions To Move The Sale Forward
While many sales people feel that preparation and product knowledge are the keys to a great sales call, canned presentations and rehearsed answers are a surefire way to kill a sale.
This book will show sales people how to:
- Formulate questions that will track-back to your benefits
- Know when and why to ask the questions that count
- Identify the true source of your customer’s personal gain
- Tailor answers so they solve uncovered needs
Using the learning in this book, sales people talk less and listen more, building confidence in the buyer that the sales person is serious about meeting their wants and needs.
|Dimensions||7.6 × 5.8 × 0.3 in|
|About the Author||
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
Sparks is author of five sales books. Most recently, he revised and updated his first book in the Action Selling Book Series: "Action Selling: How to sell like a professional, even if you think you are one." Additionally, The Sales Board launched Action Selling 3D, which brought the Action Selling sales system to the next level, focusing on strategic planning and sales strategy in highly complex selling environments.
Only logged in customers who have purchased this product may leave a review.