by Pierre Rataud · Editions d'Organisation · tapa blanda · ISBN 9782708116672
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«Les questions qui font vendre» is Pierre Rataud's essay on sales techniques, published by Editions d'Organisation in paperback (145 pages, in French).
The book explores how to formulate effective questions in commercial negotiation to invite the client to speak and discover what arguments they expect to hear. Rataud analyses different types of questions —tactical, indiscreet, decisive or those to avoid— and stresses that questioning with genuine interest is the way for the interlocutor to perceive the seller as fascinating. A practical guide to making the most of the art of questioning in any sales process.
It belongs to the Efficacité Commerciale collection from Editions d'Organisation. Originally published in French in 1996.
Recommended for salespeople, negotiators and professionals who want to improve their listening skills and management of sales interviews.
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