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

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Ask Questions, Get Sales (2nd edition) book summary
Start getting smarter:
or see our plans

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...

Get the key points from this book in 10 minutes.

For you

Find the right subscription plan for you.

For your company

We help you build a culture of continuous learning.

 or log in

Comment on this summary

More on this topic

By the same author

Customers who read this summary also read

More by category