"Since technology has made it easy to access, share, and distribute company data, many managers avoid live interaction, instead relying on emails, text messages, web-based seminars to manage their employees. But although technology has changed, people have not. There is still a need for managers who can communicate effectively face-to-face, and in order to do so, a managers need to have the ability to ask the right questions and use the answers to find solutions. Questions That Get Results is an innovative, powerful resource that provides managers with those right questions that lead to real answers to hiring the best candidates, motivating employees, minimizing conflicting priorities, maximizing working relationships, and negotiating solutions to internal and external conflicts. Each chapter profiles a manager who is struggling to communicate, an otherwise successful leader who is simply missing an element in their managerial toolkit. Following each profile are practical tools that will assist any manager faced with a similar situation."
"Forget the rest. Learn to sell like the best. Better leads, solid presentations, and a more versatile closing strategy are all great for boosting B2B sales. But truly successful salespeople—the ones who seem invincible when everyone else is struggling—possess more than foundational skills. They are proactive, entrepreneurial, and find solutions for their clients. They highlight their personal value and actively manage their careers. They're hyperfocused on cultivating relationships with customers and colleagues. The Ultimate Sales Pro shows everyone how to elevate their game. Drawing on the author's vast experience training salespeople for top organizations, the book explains how to: Be your own mentor; Problem-solve with peers; Manage any boss; Identify your ideal clients; Research industry trends; Share knowledge to foster trust; Craft a powerful Unique Value Statement; Script emails and voicemails that earn attention; Uncover customer needs; Position yourself as an expert; Create customized solutions; Motivate customers to commit; Set goals; And more. Whether you're new to sales or seeking to escape a career plateau, The Ultimate Sales Pro helps you finesse skills, build expertise, and create a personal brand that will set you apart."
"Ask the questions—and get the sale.As a salesperson your product knowledge is extensive, but that’s not enough. If you fail to ask the right questions—the ones that uncover a customer’s real needs—you will never close the deal.Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price—and increase your success rate as a result. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to:
- Use questions to qualify prospects (without insulting them)
- Discover hidden customer needs and motivations
- Raise delicate questions
- Overcome stalls
- Reinvigorate a stale relationship
- Soothe anxious buyers
- Accelerate the decision process
- Upsell and cross-sell so you no longer leave money on the table
- Prospect for new business
- Pose intriguing questions to position yourself as a thought-leader on social media
- Turn social media contacts into active sales leads
- Identify dead-end opportunities
- Secure referrals
- And more
Success is yours for the asking. Smart questioning will get you there."
