Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition

Normally you are taught in sales school to find your clients need or your competitor weakness. Not with this book. This book will tell you how to create businessess with clients who already hve long term relationships with your competitors. The approach is do based approach as opposed to need based approach. I haven't finished reading the book yet, let me tell you this book has attracted me ever since I open the first page. Ideally you should have the techniques to break the alliance between your competitor and your client after reading this book.

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, we recommend this book for a refreshing change.