Sales Talk with Russ Lombardo, Interview with Paul Cherry on Qualifying Questions

KING OF PRUSSIA, PA | Mar 14, 2007 | Paul Cherry, author of QUESTIONS THAT SELL, is interviewed by leading sales expert, Russ Lombardo, who is president and founder of PEAK Sales Consulting and Sales Talk Radio. During this informative interview, listening sales professionals learn how to ask the right questions that will give answers to the customer’s budgetary process, buying criteria, authority in making the decision, motives for buying, timing to take action and more. Only when you have a clear understanding can you present an effective solution, one that motivates your customer to want to buy from you and not your competition.

Many sales professionals have tried to influence customers on all the reasons why they should do business — but this customer just would not buy. The reality is that what is said has very little impact on building customer relationships. It’s when sales individuals ask the right questions, customers are engaged at an emotional level, and the real motives of why customers buy are revealed.

Simply knowing the right questions to ask can make the difference between finalizing a sale and losing it. Russ Lombardo and Paul Cherry give plenty of real life examples of questions to ask customers in order to close more business at higher margins and within shorter time frames.