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Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits (SellingPower Library)
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ISBN
:
9780071478649
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Publisher
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McGraw-Hill
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Subject
:
Business & Management
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Binding
:
PAPERBACK
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Pages
:
240
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Year
:
2006
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Description
Want to spend more time closing deals and less time worrying about them? START WITH THE RIGHT QUESTIONS. It's true: failure to uncover your sales prospect's specific needs through effective questioning can kill your closing. Sales Questions That Close Every Deal features appropriate, friendly, and penetrating questions drawn from top sales forces, including AT&T, Blue Cross/Blue Shield, GM, E.F. Hutton, Isuzu, Paine Webber, and many others. Organized by tab for easy access, this hands-on resource tells you exactly what questions to use for every step in the sales process, including: * Opening the sale * Qualifying prospects * Probing for needs * Presenting * Handling objections * Closing the sale * Upselling * Referrals * Follow-ups
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Author Biography
Gerhard Gschwandtner has over three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales management magazine. For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.
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