Question Selling Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It-McGraw-Hill (2007)

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.