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Question Your Way to Sales Success: Gain the Competitive Edge and Make Every Answer Count
A good question is a salesperson's most powerful tool, one that can be used in every stage of the sales process, from making appointments to closing the sale; yet, most salespeople are ill-equipped to use this tool effectively. As a result, they deal with price issues, and wonder why the customer purchased from someone else. Question Your Way to Sales Success will transform the way you think and operate by offering specific, practical advice on how to ask better sales questions. A powerfully asked question... *Collects deeper and more detailed information about your customer. *Makes your customer think about what you want him or her to think about. *Creates the perception of your competence in your customer's mind. * Gains agreement from your customer. Learn how to use the techniques that separate the superstar salespeople from the mediocre.
224 pages, Paperback
First published August 1, 2008
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Displaying 1 - 3 of 3 reviews
March 30, 2011
I have read many sales books during my career. This was recommended by my real estate coach so I read it. Not one of my favorites. Comes with good advice but there were some parts in the book that I completely disagreed with due to personal sales experience. Obviously, if you want to have success in sales you have to ask questions and this book helps you focus on the questions and dig a little deeper to find out true motivation of the clients instead of the surface answers that you receive.
October 14, 2025
Great book for beginner salespeople who are wanting to sharpen their skills. It feels like there are new skills (Tactical Empathy, for example) that can be layered in to make these recommended strategies even more successful. There’s some neurolinguistic programming and psychology skills that can make this book even more effective, if modified.
March 5, 2010
A great primer on the basics of good questions - for sales, for employees and for clients.
Displaying 1 - 3 of 3 reviews