Additional information
by Clive Howarth (Author)
Everyone who wants their businesses to develop has to be able to sell. Do it badly and life gets hard; cash dries up; staff leave, you get stressed; service levels drop and your business stagnates or fails. Everyone who sells has to be able to ask well- constructed questions. Sounds easy, doesn't it? But it's not. I've spent many years both selling and training people to sell and I'm amazed at how hard it is, for even experienced salespeople, to ask 'good' questions. What's a 'good' question - one that delivers the information you are seeking? But we stumble; we ask too many questions at once; we construct our questions badly; we don't allow our customers time to answer. In short, we are pretty poor at asking questions. So, in this little book, I've outlined the 15 key topics that every salesperson should be addressing and offered 99 questions for you to choose from. I hope it helps.
