01686cmm a2200277 4500 214825012 TxAuBib 20120507120000.0 060707s2006||||||||||||||||||||||||eng|u 9780814429471 electronic bk. 0814429475 electronic bk. (OCoLC)70260730 N$T eng N$T YDXCP OCLCQ IDEBK OCLCQ TUU OCLCQ TxAuBib Cherry, Paul. Questions that sell [electronic resource] : the powerful process for discovering what your customer really wants / Paul Cherry. New York : AMACOM, 2006. 1 online resource (vii, 181 p.) : ill. Includes index. Boring or engaging: how do your questions measure up? -- Getting to know prospective clients -- Managing business opportunities: the qualifying process -- Getting your customers talking: expansion and comparison questions -- Are you a consultant or product peddler? the educational question -- Directing the conversation: lock-on and impact questions -- Back to the future: vision questions -- Getting past "what if?" objections and stalls -- Putting it all together -- Conclusion -- Appendix A. Show me the money! how to create value so price is no longer an issue -- Appendix B. Using voice mail and e-mail -- Appendix C. Seeing the plan in action. Selling. Marketing research. Customer relations. BUSINESS & ECONOMICS Marketing General. BUSINESS & ECONOMICS Distribution. Electronic books. https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=148970 EBSCOhost