Sales Questions That Close the Sale: How to Uncover Your Customers Real Needs

"What's the best way for a salesperson to find out what a potential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making "the pitch" they forget to ask questions — or to ask the right questions.

This unique book gives salespeople at all levels precise guidance for asking the right questions. It shows them how to:

• formulate questions that generate meaningful dialogue and uncover opportunities

• funnel a prospect from an opportunity to a sale

• determine a client's true motivation

• pace a conversation, gain and keep client interest, and maintain control of the conversation

• present solutions

• deal with a prospect who won't "follow the script"