Cover of: OPEN-Question Selling | Jeff Gee

OPEN-Question Selling

Unlock Your Customer"s Needs to Close the Sale... by Knowing What to Ask and When to Ask It
  • 224 Pages
  • 1.11 MB
  • 7091 Downloads
  • English
by
McGraw-Hill
Sales & marketing, Business & Economics, Business / Economics / Finance, Business/Economics, Sales & Selling - Techniques, Business & Economics / Sales & Selling, Sales & Selling - General, Se
The Physical Object
FormatPaperback
ID Numbers
Open LibraryOL9256554M
ISBN 100071484728
ISBN 139780071484725

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 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships/5(5).

Successful book publishing is about having a book launch and ongoing marketing plan and doing everything you can to ensure that your book ranks. One often-overlooked element of these plans is the use of questions in your book description to help you in attracting reader interest and attention.

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 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.

Find helpful customer reviews and review ratings for Open-Question Selling: Unlock Your Customer's Needs to Close the Sale by Knowing What to Ask and When to Ask It at Read honest and unbiased product reviews from our users/5.

OPEN Question Selling Technique. OPEN Question Selling OPEN Question selling is a unique selling technique that many professional salesmen use. It’s all about asking questions in a particular order so that you lead both yourself In this post, I’ll share 80+ open-ended questions you can ask for every stage of the buying cycle, from qualification to closing.

Details OPEN-Question Selling PDF

Learn the secrets of growing and scaling an agency from these founders. Open-ended vs. closed-ended sales questions. In sales terminology, a.

No thing to be everything --Waking up to your power --The power of your sales brain --Communicating for commitment --Owning the sale --OPEN question selling technique: operational questions --OPEN question selling technique: probing questions --OPEN question selling technique: effect questions --OPEN question selling technique: nail-down.

Open-ended Questions For Sales Require OPEN-Question Selling book Answer Beyond “Yes” or “No” It seems simple enough: open-ended sales questions are those that require more than a one-word answer while closed-ended questions can be answered with a selection from a shortlist of choices.

11 Questions for Insight Selling. Written by Mike Schultz President, RAIN Group. Insight selling is an old concept that has recaptured the fancy of the sales world, and rightly so, because it’s about adding value. Specifically, it’s about the seller adding value over-and-above the product or service.

For those of you who follow my work, you are aware of my strong belief in developing an insatiable curiosity that will assist you in becoming innovative, prolific, and successful. In this post, I am going to breakdown a variety of closed-ended sales questions that you should avoid, followed by 6 open-ended sales questions that you should ask instead.

Top 30 Open-ended Questions. by Sam Parker (sales expert and bestselling author). Open-ended questions are incredibly valuable to the sales process (as long as you listen). They help you gather information, qualify sales opportunities, and establish rapport, trust, and credibility.

It’s an open question, and a lot of people abuse it.

Description OPEN-Question Selling EPUB

To show how ridiculous this “bestseller list” status is, one of the most brilliant marketers I know, Brent Underwood, took a picture of his foot, published it as a book, and hit #1 in with it.

Get this from a library. OPEN question selling: unlock your customer's needs to close the sale-- by knowing what to ask and when to ask.

[Val Gee; Jeff Gee] -- 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.

The opposite of a closed question is an open question. Open questions can be defined in two different ways: They are questions that can’t be answered with a “yes” or “no.” Open questions allow clients to answer in whatever way they want. Open questions keep the other person in the conversation in charge.

Solution Selling® Essentials: Diagnosing Buyer Pain Parts of this post adapted from the Solution Selling Fieldbook (, McGraw-Hill, ISBN ) by Eades, Touchstone and Sullivan. Imagine for a moment that you have come down with the flu. 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 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships. And it was an open question inand it's an open question today, which is one reason that I originally did the hardcover book, 'What Unites Us,' and one reason I.

World's Best Sales Questions. By Geoffrey James Radcliffe read he first chapter of the first book for fans — and the next celebrity narrator will pick up where he left off.

It’s an open question how many of those nine million will wonder about the provenance of their plate lunch specials. The annual Hawaii Book & Music Festival in downtown Honolulu attracts thousands each spring. especially when the best-selling author of Assassination Vacation and Lafayette in the Somewhat United States evinces grudging Author: Mike Dillon.

Selling copies matters if book sales are your only revenue stream -- which is only true for professional authors. For people in business, a book has an entirely different purpose, and that often.

Download OPEN-Question Selling EPUB

One Thousand White Women is the story of May Dodd and a colorful assembly of pioneer women who, under the auspices of the U.S. government, travel to the western prairies in to intermarry among the Cheyenne Indians. The covert and controversial "Brides for Indians" program, launched by the administration of Ulysses S.

Grant, is intended to help assimilate the Indians/5. 1. Find out what’s valuable to him. Ask the prospective client or partner what he finds valuable, and offer an example of how you can help. For instance, asking how.

The Problem. Some professionals such as litigators, journalists and even doctors, are taught to ask questions as part of their training. But few executives think about questioning as a skill that.

I recommend that you read the full book and not just rely on this summary review. Huthwaite, Inc. offers open seminars in SPIN Selling(R) techniques for the public -- and interested parties may contact Huthwaite at Davis Drive, SuiteSterling, VA () and obtain more information at [email protected] Pragmatism: An Open Question by Putnam, Hilary and a great selection of related books, art and collectibles available now at When you start asking my 12 best sales questions, you'll become more confident, sound more professional, and achieve better selling results immediately.

Here are just some of the sales tips and techniques I reveal in my book that have worked for me and my customers for years: You'll learn 32 phrases you should never say during a sales call.

In his new, best‐ selling book, “The Liberty Amendments: Restoring the American Republic,” Mark R. Levin, president of the Landmark Legal. Open-ended sales questions are a way for reps to open up a dialogue and gain a deeper understanding of prospects’ and customers’ needs more clearly.

Typically, these questions cannot be answered with a simple “yes” or “no.” Rather, they require a more in-depth explanation, and ultimately, provide sales reps with key information to formulate a strong sales pitch. Probing questions are just like they sound: they are designed to probe deeper into the subject at hand.

The following guide explains everything about probing questions, from what they can accomplish to specific examples.

Take your interrogative art further with this top-rated course on how to ask powerful, emotionally engaging questions. VectorStock Image. Open Response “THICK” Questions for Fiction Grades BEFORE Read the title, book jacket, and flip through the text, then: Write what you know about this topic ~ the setting, the situations in the pictures.

Open-ended questions cannot be answered with a simple “yes” or “no.” Instead, they have multiple potential right answers, and require thought, reflection, and explanation from the person responding.

That being said, open-ended questions require as much effort to write as they do to answer%(14).To Sell Is Human Summary. “Like it or not, we’re all in sales now”. “The ability to move others to exchange what they have for what we have is crucial to our survival and our happiness”.

“Whether it’s selling’s traditional form or its non-sales variation, we’re all in sales now”. “Ferlazzo makes a .Connect with your fans on something other than what you’re trying to sell, or get their opinion on something new that your brand wants to try.

This can be a purely a fun question, or one used to compare products and services and get some insight on your audience’s preference.

6. Super Simple. You can even ask fans a simple yes or no Author: Mavrck.