TY  - BOOK
AU  - Cherry,Paul
TI  - Questions that sell: the powerful process for discovering what your customer really wants 
SN  - 0814473393
AV  - HF 5438.25 C48.2006
PY  - 2006///, ©2006
CY  - New York
PB  - AMACOM
KW  - Selling
KW  - Ventas
KW  - Marketing research
KW  - Investigación de mercado
KW  - Customer relations
KW  - Relaciones con los clientes
N1  - Incluye índice; Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action
ER  -