OPEN-Question Selling: Unlock Your Customer's Needs to Close the Sale... by Knowing What to Ask and When to Ask It

by Gee, Jeff; Gee, Val

• ISBN13: 9780071484725
• ISBN10: 0071484728
• Edition: 1st
• Format: Paperback
• Copyright: 2007-06-14
• Publisher: McGraw Hill

Summary

Jeff and Val Gee reach more than 60,000 sales personnel a year globally through their company The McNeil & Johnson Learning Company This book takes the authors' positive customer service approach featured in their previous books and applies it to sales professionals Jeff Gee frequently gives keynotes and one-day training seminars to clients such as Motorola, Abbott Labs, Pepsi, United Airlines, U.S. Cellular, and Computer Associates Motorola credits Jeff Gee with a 17 percent increase in its customer retention rate; Fox Television recently aired a special story featuring both Jeff and Val, which focused on the state of customer loyalty

Author Biography

Jeff Gee and Val Gee are the authors of Super Service, Customer Services Training Tool Kit, and The Winner's Attitude. Their SuperService™ curriculum has been revered as “one of the best” by such companies as Underwriters Laboratories, Computer Associates, and Pepsi.

Table of Contents

Cultivating the right attitude for sales
No thing to be everything	p. 3
Waking up to your power	p. 19
The power of your sales brain	p. 33
Communicating for commitment	p. 51
Owning the sale	p. 63
The OPEN question selling technique
OPEN question selling technique - operational questions	p. 75
OPEN question selling technique - probing questions	p. 105
OPEN question selling technique - effect questions	p. 135
OPEN question selling technique - nail-down questions	p. 163
Handling objections	p. 181
Closing with OPEN question selling techniques	p. 199
Table of Contents provided by Blackwell. All Rights Reserved.