Skills For A Career In Sales: Understand Customer Needs, Create Value, And Craft Compelling Solutions: How To Gain Customer Trust
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This book took analysis of over 10,000 sales calls, 25 years of research and observations, postulating and proving there are 8 discrete purposes for asking questions, and understanding how asking purposeful questions can make any seller the 1 seller buyers want to talk to
The book has 20 chapters in all, it will help you learn how to communicate with your customers and become a professional sales:
CHAPTER 1: Connect by Building Trust
CHAPTER 2: They Don't Care How Much You Know Until They Know How Much You Care
CHAPTER 3: Aligning Your Sales Process with the Buyer's Process
CHAPTER 4: Value Is Inherently Personal
CHAPTER 5: Sellers Have to Create Value, Too
CHAPTER 6: Seller Differentiation
CHAPTER 7: Questioning with Strategic Intent
CHAPTER 8: Question Construction
CHAPTER 9: Conversational Flow
CHAPTER 10: Questions to Avoid
CHAPTER 11: Listening for Content & Feeling PART II
Chapter 12: Introduction to DISCOVER Questions
Chapter 13: Data Questions
Chapter 14: Issue Questions
Chapter 15: Solutions Questions
Chapter 16: Consequence Questions
Chapter 17: Outcome Questions
Chapter 18: Value Questions
Chapter 19: Example Questions
Chapter 20: Rationale Questions ABOUT THE AUTHOR
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