Salesperson Questioning Techniques

Author: Stephen Schiffman
Publisher:
Publish Date: 2005-12-26
Features: This book has the following characteristics: First: Unique Perspective. The book is based on the "questioning" perspective, actually taking questioning as the central thread that connects the entire sales cycle. It acknowledges that questioning is first an art, but through standardization, it can also become a science that can be learned in a short time. Once salespeople master questioning techniques, they can navigate the sales process with ease, achieving the author's goal. Second: Novel Ideas. The book is rich in examples, vivid and realistic, with strong practicality, making it easy for sales readers to feel as if they are in the scene and easily resonate with it. It can indeed solve some difficult and hot issues encountered by salespeople in the sales process. This book can be used as a teaching material component for professional training of salespeople, modular courses for MBA students in marketing, and as a reference book for individuals who are interested in understanding or improving their sales skills.