Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, Second Edition

I've read a lot of sales books and got this one at the suggestion of my new manager. I didn't expect to get much out of it, but there were so many great points and exercises that I needed to get the physical book to accompany the audio. Happy selling!

The one book to read and study if you truly want to know who your customer is.This is a great book to help sales people learn how to win over their customers and an even better book for helping companies particularly their inside sales people on how to turn their customers into customers for life.Creating a customer-focused company is all about knowing everything possible about your customers and the best way to find out everything about your customers is to ask them.Author Paul Cherry who is President and CEO of one of the country’s foremost sales and leadership training organization shows his complete mastery the art of the question in this book. He focused not only on the right questions to ask in the appropriate situations but also how to ask those questions, the right time, the right place and even the right pace of questioning. He makes us realized that questioning is an art, a craft that must be studied and perfected.Have you ever been in any of these situations?1. You’re talking to a prospect and you need to stop talking and get her talking. How do you do that?2. You’re in deep trouble with a customer. Your company has really screwed up this time and that customer is really mad. How do you handle that situation with questions that will not only start getting to the heart of the matter and solving the problem but also calm the customer down as well?3. Or you have to tell you customer that if that if they don’t start paying you will have to cut them off, or other touchy messages that we in sales get to deliver?4. Or having to find out if you are going to get that big order that they are awarding next month, but you need to know now because it is so vital to your company?5. Or you know that the buyer is stalling you for some reason but you don’t know why, and its your job to find out why?Besides demonstrating to the reader how to handle these situations and many more, the author also provides lists of actual questions designed to help you develop your on line of questioning for all of these situations and many more. In fact, just about every situation you can come up against.Basically, everything you need know about asking questions that not only help you sell but more importantly develop a long-lasting and productive relationship with your customers is in this book.I would urge anyone interested in their customers and knowing everything about them should read this book. If you truly want to know who’s your customers, this is the one book you should make sure to buy and read.

One of the better B2B sales books on the market. It has all the SPIN questions in it but goes further into other areas of sales where questions still play a role, like qualifying a prospects interest level if they are asking for more info or requesting a callback of some sort. Not a bad reference to have laying around the office.

The best question based selling book I have read. Paul is spot on and not only shares what questions not to ask prematurely (e.g. BANT) but shows you why they don't work; and then he demonstrates how to reframe them to get though the selling cycle with greater success. Great insights Paul. You have truly been there, done that! Thank you.Steve HoranSales Mind Institute

Every author of a sale book talks about asking questions to build relationship, find out what your clients needs are and qualify your client. Questions that sell explains how to formulate those questions and how to ask them in the best manner possible. I would highly recommend it for any sales professional.

I’ve been trying to find a book about questions to ask clients and this book is FULL of the right questions to ask and was exactly what I needed. If you’re getting face time with clients but aren’t sure where to go from there, this book is for you!!

I loved how this book got me thinking about how to connect with my customers better. It is still a work in progress, but when you pull it off right, you can tell it worked with the customer's enthusiasm for having talked to you. Great audio book. Thank you, Mr. Cherry.

Paul really makes me want to be better and perform better in my role as a professional sales executive. The content of his book covers the sales cycle in a variety of situations, form start to finish. If you think you still know it all after reading this book, why aren't you independently wealthy? ;)

The media could not be loaded.  Worst quality book ever delivered from Amazon. Bad reprint, I am sure I would have headaches while reading this one. Even if you are reprinting the books, can you atleast print a good version out of it

This book provides some great insight to sales people and for beginners can be a useful tool to get them started in the sales process.