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.
- ISBN13 9780071484725
- Publish Date 16 June 2007 (first published 1 January 2007)
- Publish Status Withdrawn
- Out of Print 7 April 2024
- Publish Country US
- Publisher McGraw-Hill Education - Europe
- Imprint McGraw-Hill Professional
- Format Paperback
- Pages 240
- Language English