The Art of B2B Questioning: Advanced Questioning, The Most Over-looked & Under-developed Sales Competency In Professional Selling

By Robert Knight III

A book on questioning should start with a question, "don't you think"? What 1-thing is not taught in public schools, 4-year Colleges, Advanced Degrees, Executive Education, Sales Training or Sales Enablement? Answer: How to ask purposeful-intentful-thought provoking questions. Here's why you should care! Interviews with Buyers reveal an alarming situation that "hits Sellers" in their most vulnerable spot, their CLOSE RATE. Buyers lament that the majority of Sellers they meet, all sound the same, present the same, and ask the same "Can you tell me" questions! Making it worse, Buyers believe that Sellers don't truly understand their business. When Buyers were asked, "how do you know that Sellers don't understand your business", the overwhelming reply was, "I can tell by the questions they ask me". PS...if you're looking for a proof point, close ratios (across many, many, industries) have not increased in the last 30 years. Advanced questioning is the "ONLY SKILL" that elevates EVERY single aspect of professional selling! Know this, You will be remembered (or forgotten) by the quality of the questions you ask. However, you have to know before you can do. The Art of B2B Questioning is a teaching book based upon years of formal research and 30 years of selling, consulting, and teaching global and small businesses around the world.. The content examines and provides the necessary skills and requisite knowledge required to develop, both the intellectual curiosity and questioning acumen, needed to establish a more relevant relationship with Buyers. Over 400 Example Questions Inside!

• Format: Paperback
• Language: English
• ISBN: 1983003905
• ISBN13: 9781983003905
• Release Date: May 2018
• Publisher: Independently published
• Length: 129 Pages
• Weight: 0.55 lbs.
• Dimensions: 9.0" x 0.3" x 6.0"