Questions That Sell Quotes

“One of the key reasons that salespeople don’t ask better questions is because they lack a plan.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Great salespeople use questions to help buyers learn something about themselves.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Good salespeople use questions to learn something about their buyers.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“believe that questions are rooted so deeply in our psyche because they’re the most efficient and effective tool at our disposal for acquiring knowledge.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Much time and money is wasted by salespeople trying to sell the wrong people the wrong solutions to the wrong problems.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Using my questioning techniques will enable you to unlock that information and use it to present your customers with tailored solutions that go beyond their expectations.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Salespeople are often afraid to let their customers talk. They fear that if a customer takes the conversation in the wrong direction, they will lose control and ultimately lose the sale.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“At the most basic level, this book shows you how to ask questions that will get your customers talking.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Dale Carnegie, author of How to Win Friends and Influence People, states that you can make a more significant impression on another person in ten minutes if you show interest in that person than if you were to spend six months talking about yourself.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“A salesperson acting as a business shrink can unearth these problems by asking good questions and by listening to the answers.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“By allowing the prospective client to express his aggravations, a salesperson creates an opportunity in which the client realizes the need for change and seeks out the salesperson to provide a solution.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“This is someone who can discover the workplace frustrations of a prospective customer.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Customers do not want to make friends; they want to see results, and substantive relationships provide those.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“salespeople who understand that the key to achieving success is establishing real value in the eyes of the customer.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“salesperson who can provide a solution that will increase profit or decrease cost is irreplaceable. If you can help a customer achieve her dream of taking her company to the next level, you will not only be a salesperson, you will be a true partner.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“3.Achieving the customer’s goals. A”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“If your product can make them look good in front of their colleagues and serve as a step up the corporate ladder, you will definitely earn a place at the bargaining table.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“2.Enhancing the customer’s competitive standing.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“This is done by eliminating a customer’s fears (about spending too much money or buying a product that will malfunction)”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“1.Minimizing the customer’s risk.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“you want to help the customer in three key ways:”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“That means asking good questions—questions that engage your customers—and channeling that engagement into action.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“But developing meaningful relationships takes more than being friendly. A true business relationship requires you to ascertain a customer’s visions, desires, fears, and motivations.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“When customers are asked to define relationship in a business situation, they discuss things such as how a salesperson can bring value to their companies.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“The second type of relationship is the substantive relationship, which is characterized by mutual benefit.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Superficial relationships are characterized by chitchat about the weather, golf, and other neutral topics; these relationships are built on casual exchanges and they lack any real depth.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“I have learned through years of sales and consulting that there are two types of relationships: superficial and substantive.”
― Paul Cherry, Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants

“Customers do not want to “make friends”; they want to see results and substantive relationships provide those.”
― Paul Cherry, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants