Highly successful salespeople are skillful in the use of questions. A salesman's dilemma is asking the right question at the right time. This book covers how to establish rapport with good questions. It shows you how to develop knowledge about your prospects needs with the use of open end questions. You will learn how to confirm benefits with both open and closed end questions. It shows you how to develop "Go To" questions so you are always prepared. And, finally, it will cover good and bad questions so you can avoid pitfalls and enhance your sales skills. It's what you get out of the question that counts. The information in this book will significantly improve your selling capabilities from which you will earn greater dollars.
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About the Author
James D. Patterson has been involved in sales for over 40 years during which time he has sold real estate, office equipment, life insurance, and TV time plus other services and products. He has trained over 1000 sales people and account executives. Among his corporate positions were National Sales Training Manager for Xerox Corporation, President of Midas International of Canada, and President of Innerspace Environments. He was the founder of Woodfield Properties in Kentfield, CA, a real estate brokerage company, where he built the firm to 3 offices with over 50 sales associates. He sold the company to Merrill Lynch Realty and relocated to Santa Barbara, CA where he continues to represent sellers and buyers of real property as an Associate Broker with Village Properties. Over the years, he has sold everything from vacant land to major hotels, from condominiums to large estates. The skillful use of questions has been a major factor in his success.
Hometown:Palm Beach, Florida
Date of Birth:March 22, 1947
Place of Birth:Newburgh, New York
Education:B.A., Manhattan College, 1969; M.A., Vanderbilt University, 1971