Charles D. Brennan - Sales Questions That Close the Sale: How to Uncover Your Customers Real Needs

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title	:	Sales Questions That Close the Sale : How to Uncover Your Customers' Real Needs
author	:	Brennan, Charles D.
publisher	:	AMACOM Books
isbn10 | asin	:	0814478158
print isbn13	:	9780814478158
ebook isbn13	:	9780585032788
language	:	English
subject	Selling.
publication date	:	1994
lcc	:	HF5438.25.B728 1994eb
ddc	:	658.85
subject	:	Selling.

Page iii Sales Questions That Close The Sale How To Uncover Your Customers' Real Needs Charles D. Brennan, Jr. AMACOM American Management Association New York Atlanta Boston Chicago Kansas City San Francisco Washington, D.C. Brussels Mexico City Tokyo Toronto

Page iv This book is available at a special discount when ordered in bulk quantities. For information, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competentprofessional person should be sought. Library of Congress Cataloging-in-Publication Data Brennan, Charles D. Sales questions that close the sale: how to uncover your customers' real needs / Charles D. Brennan, Jr. p. cm. Includes index. ISBN 0-8144-7815-8 1. Selling. I. Title. HF5438.25.B728 1994 658.85 dc2094-1054 CIP 1994 Charles D. Brennan, Jr. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10

Page v To Charles D. Brennan Sr., a friend, father, and mentor. A role model and leader who has helped shape my life and career. Thanks for all of the love and confidence and for providing me with a unique opportunity in life. Love, Dan

Page vii Contents Preface ix Acknowledgments xiii 1 Selling With Commitment 1 2 Pacing the Call 13 3 Some More First Quarter Tips 27 4 Listening, Selling Yourself, and Selling Change 38 5 Building the Foundation for Dialogue 48 6 The Barbara Walters Rules 53 7 Formulating the Right Kinds of Questions 62 8 Multi-Layered-Probing Questions 76 9 Funneling From Opportunity to Sale 92 10 The Final Quarter: Presenting Solutions 106 11 Some Real World Tips: Resolving Objections With Questions 117 12 Completing the Sales Cycle 129 13 Servicing Your Existing Client Base 137 14 Some Final Thoughts 146 Index 153

Page ix Preface My father is a salesman. He spent the first decades of his professional life working for others and then opened his own very successful rep company. In fact he still travels throughout three states calling on refineries, chemical plants, and mechanical contractors for the half dozen manufacturers he represents. I am a salesman too. I suspect this may sound corny, but I remember making my first sale. I was in the sixth or seventh grade, and I had received an electric football game as a gift. It was very popular at the time. Each game came with several NFL teams, but that wasn't enough for me. I was determined to field teams representing the league's entire roster.

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