Val Gee

OPEN-Question Selling

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Key item features

Title Context: OPEN-Question Selling
Primary Contributor: Val Gee
System ISBN Index: 9780071511056
Language Presentation: English (US Standard)
Page Manifest Extent: Standard Printing Edition Count pages

Description

Build stronger relationships with customers through the OPEN Questioning techniqueBy 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.