Summary of Ask Questions, Get Sales (2nd edition)

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Ask Questions, Get Sales (2nd edition) book summary
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Rating

7 Overall

8 Applicability

7 Innovation

7 Style


Recommendation

In this excellent short handbook, the prolific author Stephan Schiffman, widely recognized for his sales expertise, outlines his selling approach, which relies more on asking and listening than on pressuring a prospect toward a close. Schiffman says it’s time to break with traditional sales techniques. He provides a host of questions that a good salesperson should always ask, and warns you about which questions you should never ask. If you are tired of sales guides that rehash the same old song-and-dance about finding problem points and pain, and convincing the prospect to adopt your solution, getAbstract.com recommends this book for a refreshing change.

In this summary, you will learn

  • How to sell by asking questions and listening carefully to the answers;
  • Which six questions a good salesperson should always ask; and
  • How interviewing will help you to achieve sales.
 

About the Author

Stephan Schiffman, a corporate sales trainer, is the author of dozens of bestselling books. He is the president of D.E.I. Management Group.

 

Summary

Break with Tradition
Traditional approaches to selling advise salespeople to find out about their prospects’ pain and then to convince them that only their product holds the cure. However, if you ask only about pain and problems, you limit your potential customer population to prospects...

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