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Questioning: Pinpoint Sales Skill Development Training Series
by:Timothy F. Bednarz
Questioning presents effective questioning strategies and techniques to use within the selling environment. It helps sales people to develop productive questioning skills to develop adequate customer information that identifies hidden needs, opportunities and points of pain to close more sales. Sales people are educated in the purpose and structure of...
Questioning presents effective questioning strategies and techniques to use within the selling environment. It helps sales people to develop productive questioning skills to develop adequate customer information that identifies hidden needs, opportunities and points of pain to close more sales. Sales people are educated in the purpose and structure of effective questioning techniques to develop and gather the information to adequately craft value propositions that establishes buyers' commitment. They are instructed how to use specific questioning tactics, strategies and techniques to their advantage to close more sales. The problems this book addresses includes: Sales people talk too much; Sale people are winging it; The failure to ask hard questions out of fear of making prospects angry; The failure to use questions to develop information; The failure to apply effective listening skills to gather information; The inability to use effective questioning techniques to advance the sale; and the inability to use effective questioning techniques to establish the buyer's commitment.
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