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Power Questions to Win the Sale: Overcoming Nine Critical Sales Challenges

Power Questions to Win the Sale: Overcoming Nine Critical Sales Challenges

Andrew Sobel

ISBN: 978-1-118-65110-0

Apr 2013

56 pages

Select type: E-Book



Use the power of questions to accelerate your sales process and gain client commitment.

Skillfully build rapport. Establish your credibility. Uncover a client’s issues. Determine if your prospect is really ready to buy. Get commitment to a next step.  Power Questions to Win the Sale provides specific strategies and techniques to help you successfully manage the most common challenges in sales. For each step in the sales process, it gives you a series of thoughtful questions that will help you rapidly turn a contact into a client.  

Drawing on the author’s bestselling Power Questions, this short e-book shows you how to:

  • Sequence your agenda and use questions at the right moments in the sales process
  • Establish yourself as an expert through credibility-building questions rather than slide presentations
  • Draw out the client’s agenda of essential priorities and goals
  • Position your proposal to win by meeting eight key preconditions before you submit it
  • Unblock a sale that is stalled

Power Questions to Win the Sale is a practical roadmap for balancing advocacy and inquiry during the sales process and winning new business more consistently and confidently. 

Chapter 1 You Can Build Big Relationships with Little Questions 1

Chapter 2 The Secret to Building Clients for Life 3

Chapter 3 Strategy One: Pick the Right Clients 5

Chapter 4 Strategy Two: Invest to Grow 9

Chapter 5 Strategy Three: Get to Know Your Clients as People 15

Chapter 6 Strategy Four: Build Relationships at the Top 17

Chapter 7 Strategy Five: Engage in Client Account Planning 21

Chapter 8 Strategy Six: Use a Crisis to Deepen Your Relationship 23

Chapter 9 Strategy Seven: Add More Value 27

Chapter 10 Strategy Eight: Multiply Your Relationships 31

Chapter 11 Strategy Nine: Assess Your Relationship Health 35

Chapter 12 Four Questions for You 39

Excerpt from Power Questions

About the Author 41