Highly successful salespeople are skillful in the use of questions. A salesman's dilemma is asking the right question at the right time. This book covers how to establish rapport with good questions. It shows you how to develop knowledge about your prospects needs with the use of open end questions. You will learn how to confirm benefits with both open and closed end questions. It shows you how to develop "Go To" questions so you are always prepared. And, finally, it will cover good and bad questions so you can avoid pitfalls and enhance your sales skills. It's what you get out of the question that counts. The information in this book will significantly improve your selling capabilities from which you will earn greater dollars.