In ‘Questions That Sell’, Paul Cherry provides a comprehensive approach to effectively understand customers’ needs, wants, and limitations. The book furnishes a well-structured toolkit for salespeople aimed at engaging clients more deeply, leading to increase in sales and customer satisfaction.
Importance of Strategic Questioning
Strategic questioning can uncover customer needs and desires often concealed.
Questions not only expose customer needs, but they also build critical rapport and encourage customers to reveal their novel concepts or unresolved issues.
Lock on Questions
Lock-on questions are used to clarify and dig deeper into previous responses.
These ensure understanding and facilitate a more targeted approach to sales.
Value-Added Selling
Value-added selling is an approach that makes the benefits of a product or service more appealing by adding value or offering additional service or product features.
Outcome-based Questions
Outcome-based questions focus on the customer’s desired outcomes or goals achieved by using a product or service.
They guide customers in visualizing the solution, facilitating a positive buying decision.
