Продающие вопросы: Эффективный способ выяснить, чего действительно хотят ваши клиенты

by Paul Cherry

Итак, если вы желаете выяснить, чего на самом деле хочет ваш клиент, о чем мечтает, чего опасается и что его мотивирует, то для этого нужно задавать правильные вопросы, — способные его заинтересовать, — и преобразовывать его интерес в действия. Поможет в этом проверенный и надежный инструментарий, который вам предоставит автор этой книги Пол Черри, более 20 лет работающий в области продаж и ежегодно инструктирующий более 5000 специалистов по продажам. Хотя его методы изложены применительно к смоделированным ситуациям в разных отраслях бизнеса, но они пригодны для использования и в других сферах человеческой деятельности.

Genres: Business, Nonfiction, Professional Development

176 pages, Hardcover

First published April 1, 2006

Reviews

[Tami · Rating 5 out of 5]

Finally, a sales guide that gets right to the point. I've read so many of these sales and marketing texts that lead the reader through a series of generalized statement such as "get to understand your clients needs" or "know who buys your products". These are pretty obvious statements in my mind. Of course, getting to know my customer's needs are going to help my business. It only makes sense that I will sell more if people actually need what I am selling. But how do I find out who my customers are, what is really important to them, and most importantly how do I get them to buy from me rather than from my competitors?

Questions That Sell is the answer. This book gives detailed examples of real questions to use to engage a potential client so that you can actually find out what they need, what their current problems with your competitor are, and how willing they would be to buy your product. I particularly liked the sections on how to determine whether the individual talking to you really wants you to phone back tomorrow or if he or she is just trying to let you down easy, how to determine if you are talking to someone who can actually make a buying decision, and ways to move along clients wanting to sit on the fence.

[max momot · Rating 3 out of 5]

Идея этой небольшой книги хорошая, а вот реализация подкачала. Вместо объяснения принципов автор решил забросать читателя вопросами для клиентов. Количество вопросов стало важнее их качества, так что большая их часть просто смешные. Тем не менее рациональное зерно в книге есть - это опыт автора книги. Он чувствуется во всем, но также во всем чувствуется какая-то небрежность и недоделанность книги. Пролистать и местами почитать будет полезно.

[Craig · Rating 4 out of 5]

This book is geared more for the b2b segment, but I still found value in the b2c world. The author did an excellent job of providing examples and analysis and the whys of each type of question. I can see how I've changed the ways I'm interacting with my clients already.

[Michael Moon · Rating 4 out of 5]

Written by a practitioner, validated with hundreds in sales trainings, and presented in a warm conversational voice, this book provides an excellent primer with lots of examples and clone-and-augment scripts. The author delivers the goods in a well-ordered sequence.

I'd give it 5 stars IF the authored had also structured the material re-reading and stacking concepts into action plans. Perhaps that what he does in his courses ;-)

It also struck me that he could have added sales-marketing alignments, how marketing and product websites could parallel the sales-enabled customer journey (questions posed by sales and answered by buyers).

[Brianna Heck · Rating 5 out of 5]

Of the sales books I’ve read this far, they are all different but the exact same. They offer great strategies but no guidance on how to implement those strategies. This book was the first I’ve read that does just that. It provides tips and tricks that help implement your long term strategies. Before each call or meeting I find myself writing out a list of questions and key words. I don’t follow them like a script; they are just great guidance to get the meeting flowing how you want it to while having the customer doing all of the talking.

[Rick Davis · Rating 4 out of 5]

As I read through Cherry's book, I found that the methods he writes about can apply to a wider audience beyond sales people. Often, individuals who are hiring struggle to develop good questions to ask a candidate. The information in Cherry's book can be used to develop interview questions and coaches would find this useful as well.

[Christopher · Rating 3 out of 5]

Questions play such a fundamental role in the use of language. Even if you're not in a sales field, it's interesting to track through this book and pick out the word patterns and strategies that can fit into your rhetorical toolkit ;)

[Ciro · Rating 5 out of 5]

Easily one of the best books to help modern day sales people overcome common pitfalls. There are no clever gimmicks or sneaky manipulations presenters. Just tried and true methods that work. Implemented on a daily basis and could see my confidence and responses grow.

[MP · Rating 5 out of 5]

Nice book to understand different aspect of questions. Planning to read it a few more times so that I can get the best out of this book. Highly recommend it.

From the Book: The Quality of the information is determined by the Quality of Questions you ask.

[Al Czarnecki · Rating 4 out of 5]

A book that is as much about effective two-way communication as it is about sales. Very useful in helping public relations and sales to talk to each other.

[Violetta · Rating 5 out of 5]

amazing :)

[Chris · Rating 3 out of 5]

This book makes a good point in every chapter. If you eliminate the workshop-style exercises from the book it is bout 1/3 of the length. Which is not bad if you were using it as a teaching tool.

[مؤمن · Rating 1 out of 5]

read parts of it and stopped reading as it is 100% b2b and very classical and uncreative book.

[Steve · Rating 5 out of 5]

Practical and informative

[Victor · Rating 4 out of 5]

Why are we all salespeople? Why asking questions trumps answering questions? How to use questions to sell more effectively and efficiently? Check out my summary of a great field book on asking good questions - #QuestionsThatSell!

Featuring Temple University Class of 2016 graduates who asked the most questions during GIS Wednesday meetings: Sean Miller, Colin Anderson, and Z!! :D

#sales #ask #goodQuestions

https://wezbest.com/2017/04/18/questi...