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Questions That Sell

Fans of Paul Cherry’s Questions That Sell are singing its praises! The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops!

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Getting Squeezed on Price

Author: Paul Cherry Date: Jun 27th, 2014 Category: Business Practices

See how “Getting Squeezed On Price learns how to sell value and protect his hard-earned margins…

 Dear Paul,

I am working on landing what could be a huge opportunity. But the buyer only wants to squeeze out any margins in order to get a lower price. I’m desperate to win this account because it means I’ll hit my quota. I’m meeting with Susan the buyer this week. What do I do?

Getting Squeezed on Price

#1 Question to Snatch Business from Your Competition

Author: Paul Cherry Date: Jan 29th, 2014 Category: Sales Questions

Last year, your customers bent over backwards to save money. Now that it’s 2010, they must shift their focus toward how to make money. Ask your customers questions that will get them planning how to increase revenue, how to grow market share, and how to secure more business at higher profit margins—start with this one:

“What will it take on my part to win that portion of the business you’re currently giving to our competition?”

Using Comparison Questions to Gain Customer Insight

Author: Paul Cherry Date: Jan 15th, 2014 Category: Sales Questions

The comparison question is a crucial part of your selling skills arsenal. It can open up several avenues to further the sales call discussion, such as events in your customer’s past and hopes for his future. It can help you gain access to an organization’s inner workings — uncovering conflicting interests among its employees. Here’s how to change an ordinary question into a comparison question:

Ordinary question: “What are your goals?”

Comparison question: “What do you want to accomplish in the next twelve months compared to where you were one year ago.”

Getting Customers to Look toward a Future With You

Author: Paul Cherry Date: Jan 13th, 2014 Category: Sales Questions

VISION QUESTIONS prompt your customers to consider a positive future as a direct result of doing business with you. Vision questions help your customers discover how much better their business situations will improve — once they implement your sales plan. Here’s an example:

“If you could implement the changes we’ve discussed, how do you envision your job (or career) 5 years from now?”

Vision questions unleash your customer’s view of the future and make it clear what needs to be done to accomplish these goals. Vision questions open the door to how you, the salesperson, can be a vital part of your customer’s solution. Vision questions enable your customer to sell himself on WHY he needs YOU — instead of the other way around!

Pack A Punch By Asking Impact Questions

Author: Paul Cherry Date: Jan 12th, 2014 Category: Sales Questions

Impact questions uncover your customer’s motivations and sense of urgency — or lack thereof. Based on his response, you can quickly determine whether you’ve earned the right to start selling, or you need to find a different line of questioning to uncover his real needs, or realize it’s time to walk away. Once he outlines his business problem, get to the heart of the matter:

If this problem you’ve identified continues (without being corrected), what will the consequences be?