Paul Cherry (author)

Paul Cherry is a sales author and sales effectiveness professional residing in Wilmington, Delaware. He is the founder of Performance Based Results which offers business-to-business sales training and coaching, plus management and organization development.

His first book, Questions That Sell – The Powerful Process for Discovering What Your Customer Really Wants (AMACOM),[1] was published in 2006. A second edition[2] was released in December 2017. A book review by CRM Magazine stated, “Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.”[3] Michael Gray of Profit Advisors stated, "Questions That Sell is advanced sales education material that will be valuable for anyone who needs to persuade others."[4] The book has been translated into Chinese and Korean.

A second book, Questions That Get Results – Innovative Ideas Managers Can Use to Improve Their Teams’ Performance (Wiley),[5] was published in November 2010 and coauthored by Patrick Connor.[6] Anna Price at Amazon stated, "...this is the BEST sales training/information I have ever experienced. Learning the 'art' of how to ask questions has transformed the way I conduct my sales calls and has helped me to close deals much sooner."[7] A reviewer at Barnes & Noble noted that "the book pushes past the usual employee/supervisor protocol to practical, why didn't I think of that wisdom."[8]

Cherry has been a member of the National Speakers Association and is a frequent keynote speaker and presenter at colleges, corporate events, business-to-business publishers[9] and live education webinars.[10]

Cherry's sales presentation methods have been featured in publications such as Selling Power.[11] He also regularly contributes articles to several sales resource websites[12] including Evan Carmichael[13] and Eyes On Sales.[14] He has been named one of the industry’s leading sales experts.[15]

References

  1. ↑ Cherry, Paul (2006). Questions That Sell – The Powerful Process for Discovering What Your Customer Really Wants. New York, NY: AMACOM. p. 192. ISBN 9780814473399.
  2. ↑ Cherry, Paul (2017). Questions That Sell – The Powerful Process for Discovering What Your Customer Really Wants (Second Edition). New York, NY: AMACOM. p. 208. ISBN 9780814438701.
  3. ↑ Beasty, Colin (November 2006). "Required Reading: What's Your Competitive Advantage?". CRM Magazine.
  4. ↑ "Questions That Sell by Paul Cherry – A Book Review by Michael C. Gray". Profit Advisors. 2010.
  5. ↑ Questions That Get Results – Innovative Ideas Managers Can Use to Improve Their Team's Performance by Paul Cherry and Patrick Connor. WILEY (2010) , ISBN 978-0-470-76784-9
  6. ↑ "Author Profile – Patrick Connor". Amazon.
  7. ↑ Price, Anna (May 26, 2011). "Questions That Get Results: Innovative ideas managers can use to improve their teams' performance by Paul Cherry". Amazon.
  8. ↑ "The Word "EMPOWERMENT" Was Invented for Books Like This". Barnes & Noble. 2011.
  9. ↑ "Advance the Stalled Sale: How to Get Stuck Deals Back on Track". Business 21 Publishing.
  10. ↑ "Professional Profile – Paul Cherry". Lorman Education Services.
  11. ↑ McGarvey, Robert. "The Buyer's Emotional Side: New Research Reveals a Buying Bias Based on Emotion". Selling Power.
  12. ↑ "The Neuroeconomics of Sales: How Buyers Really Decide, by Paul Cherry". Self Growth.
  13. ↑ "Sales Questions to Engage Customers on Value, Rather Than Price". Evan Carmichael.
  14. ↑ "How to Use the Right Questions to Define Your Goals". Eyes On Sales.
  15. ↑ "Paul Cherry: Questions That Sell". Six On Selling.
This article is issued from Wikipedia. The text is licensed under Creative Commons - Attribution - Sharealike. Additional terms may apply for the media files.