Questions that sell: the powerful process for discovering what your customer really wants

Machine generated contents note: ch. 1 Few Questions About ... Questions --

ch. 2 Deadly Questions: Are Your Questions Costing You Business, Leaving Money on the Table, and Putting Prospects to Sleep? --

ch. 3 Are You a Partner or a Product Peddler? The Educational Question --

ch. 4 Lock-On Questions and Impact Questions: How to Uncover What Your Buyer Won't -- or Can't -- Tell You --

ch. 5 Opening the Floodgates: The Power of Expansion Questions --

ch. 6 Comparison Questions: Getting Customers to Think Sideways --

ch. 7 Vision Questions: Understanding Your Buyer's Hopes, Dreams, and Desires --

ch. 8 Putting It All Together: From Prospect to Close --

ch. 9 Try It Yourself: A Sales Scenario to Sharpen Your Questioning Skills --

ch. 10 Qualifying Questions: Get Prospects to Tell You Why You Should Do Business with Them --

ch. 11 Alien Encounters: Questions for the First Meeting That Get Buyers to Open Up --

ch. 12 More Problems = More Sales: Questions That Enlarge the Need --

ch. 13 Questions About BANT: Budget, Authority, Need, and Timing --

ch. 14 For Future Sales, Ask About the Past --

ch. 15 Getting to Yes Without All the Stress: Anxiety-Free Closing Questions --

ch. 16 Upselling and Cross-Selling Questions: Stop Leaving Money on the Table and Get Your Full Share of the Customers' Business --

ch. 17 Relationship-Building Questions: Creating Intimacy and Trust --

ch. 18 Accountability Questions: Hold Buyers' Feet to the Fire -- and Have Them Love You for It --

ch. 19 Cold Calling Questions That Get Prospects Talking --

ch. 20 Shots in the Dark: Voice Mail and Email Questions --

ch. 21 Your Very Best Prospects: Using Referral Questions to Build Your Own Pipeline --

ch. 22 Social Selling: Adapting Tried-and-True Questions for a New Medium --

ch. 23 Keys to the Castle: Questions for Gatekeepers --

ch. 24 C-Suite Questions: How to Connect with Top-Level Executives --

ch. 25 Presentation Questions: How to Keep Buyers Awake, Engaged, and Wanting to Hear More.

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.