The Art of the Q • Build Your Business with Questions by Charlie Van Hecke Charlie Van Hecke’s new book, The Art of the Q makes the case that we are all in sales! From beginning to end, The Art of the Q provides real-life examples and case studies. Charlie Van Hecke persuasively shows the reader how to make specific changes that lead to success, through relationships built on trust. This fast-paced business book begins with basic questioning skills to help readers connect, engage, and understand their customers. The author provides case studies from 17 different industries, with examples, samples, and actual interactive scripts to improve business relationships. Transitioning quickly to more assertive intermediate skill sets, Charlie Van Hecke shows how to qualify customers by asking planned-out question sequences. This saves time and helps business owners, sales people, and other business professionals to focus on their customers. Highlighting the value of internal qualities like empathy and persistence, Charlie advises business people how to grow from the inside out. Charlie Van Hecke’s advanced SCAN method then encourages the reader to observe and formulate probing questions to uncover customers’ real needs and wants. The Art of the Q concludes with approaches for addressing buyers’ doubts, cementing productive relationships, and following through to close the sale. With skills, methods and qualities, The Art of the Q demonstrates how to invigorate, expand, and grow better business relationships.
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