OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It |
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| Author:
| Gee, Jeff
Gee, Val |
| ISBN: | 978-0-07-148472-5 |
| Publication Date: | May 2007 |
| Publisher: | McGraw-Hill Education (Australia) Pty Limited
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| Book Format: | Paperback |
| List Price: | Contact Supplier contact
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Book Description:
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Build stronger relationships with customers through the OPEN Questioning technique
By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.
This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100...
More Description
Build stronger relationships with customers through the OPEN Questioning technique
By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.
This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.