Paul Cherry (author)

Paul Cherry is an American author, professional speaker, and business trainer, who writes and lectures internationally on sales effectiveness, customer-relationship management, and sales leadership. His book, Questions That Sell – The Powerful Process for Discovering What Your Customer Really Wants, [1] made it to BookAuthority’s “Best Sales Books of All Time.”[2] He lives in Wilmington, Delaware, outside of Philadelphia.

Cherry is the founder of Performance Based Results which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada. Through his organization he has helped more than 1,000 entrepreneurial, cutting-edge companies, including 175 of the Fortune 500.[3] Cherry’s sales presentation methods have been featured in publications such as Sales & Marketing Management[4] and Selling Power[5]. He has been acknowledged as one of the best proven sales leaders[6].

Cherry is a graduate of the University of Delaware where he holds a BA and MPA degree. He 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[7] and live education webinars[8].

Publications

Questions That Sell – The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) was published in 2006. A second edition (HarperCollins Leadership)[9] was released in 2017. Questions That Sell was identified and ranked as one of the “100 Best Sales Books of All Time” by BookAuthority and has been published in four languages. The book has received numerous positive reviews. CRM Magazine states, “Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.”[10] Michael C. Gray of Profit Advisors comments, “Questions That Sell is advanced sales education material that will be valuable for anyone who needs to persuade others.”[11]. WeZBest states: “This great book was written for salespeople, but it’s relevant to non-sales professionals; all of us are selling every single day.”[12]. Dan Beaulieu of I-Connect007 writes: “He makes us realize that questioning is an art, a craft that must be studied and perfected.”[13].

Questions That Get Results – Innovative Ideas Managers Can Use to Improve Their Teams’ Performance (Wiley)[14] was published in November 2010 and coauthored by Patrick Connor.[15] 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.”[16] 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.”[17]

The Ultimate Sales Pro – What The Best Sales People Do Differently (HarperCollins Leadership)[18] was published in August 2018. The Mezzanine Group states “The Ultimate Sales Pro is a great read full of practical and sage advice.”[19]. Business author Scott M. Aughtmon writes “...a great book. What I loved about it was how Paul weaves his own personal story throughout the book so you learn powerful, sometimes unconventional strategies, in the context of the real-world.”[20] CEO business coach Denita Connor remarks “I’ve known Paul for more than 20 years. Unlike so many me-too sales books, The Ultimate Sales Pro is packed with innovative and radical ideas to catapult your sales career.”[21]

Podcasts

Articles

Webinars



References
  1. Cherry, Paul (2006). Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants, (first ed.). New York, NY: AMACOM. p. 192. ISBN 9780814473399.
  2. "100 Best Sales Books of All Time". BookAuthority.
  3. Jim Brown, "To Sell into the Future, Dig Into the Past | Paul Cherry", August 30, 2018, Sales Tuners
  4. Paul Cherry, “Sell Slower”, Sales & Marketing Management, October 2018
  5. Robert McGarvey, “The Buyer’s Emotional Side”, Selling Power, February, 2010
  6. “Meet the proven sales leaders that share their sales tips and wisdom on Quotable”, Salesforce
  7. “Mastering ‘Impact Questions’ That Move Buyers Toward the Sale”, Business 21 Publishing
  8. “5 Things Customers Won’t Tell You... But You Need to Know”, Lorman Education Services
  9. Cherry, Paul (2017). Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (second ed.). New York, NY: HarperCollins Leadership. p. 208. ISBN 9780814438701.
  10. Colin Beasty, “Required Reading: What’s Your Competitive Advantage?”, November 2006, CRM Magazine
  11. Michael C. Gray, “Questions That Sell by Paul Cherry, A Book Review”, 2010, Profit Advisors
  12. “Questions that Sell by Paul Cherry”, April 2017, WeZBest
  13. Dan Beaulieu, “Book Review: Questions That Sell”, April 2018, I-Connect007
  14. Cherry, Paul; Connor, Patrick (2010). Questions That Get Results – Innovative Ideas Managers Can Use to Improve Their Team’s Performance. Hoboken, NJ: John Wiley & Sons, Inc. p. 192. ISBN 978-0-470-76784-9.
  15. “Author Profile – Patrick Connor”, Amazon
  16. Anna Price, “Questions That Get Results: Innovative ideas managers can use to improve their teams’ performance by Paul Cherry”, 2011, Amazon
  17. Dorian Tenore-Bartilucci,“The Word ‘EMPOWERMENT’ Was Invented for Books Like This”, November 2011, Barnes & Noble
  18. Cherry, Paul (August 2018). The Ultimate Sales Pro - What the Best Salespeople Do Differently. New York, NY: HarperCollins Leadership. p. 240. ISBN 9780814438954.
  19. "Book Review: The Ultimate Sales Pro”, The Mezzanine Group
  20. Scott M. Aughtmon, “25 Valuable Strategies from Over Two Decades of Selling”, November 2018, Amazon
  21. “The Ultimate Sales Pro: What the Best Salespeople Do Differently”, back cover, August 2018, Amazon
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