Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results: Sale Strategies for Spectacular Results - Softcover

Freese, Thomas A.

Softcover

ISBN 10: 1570715882 ISBN 13: 9781570715884

Publisher: Sourcebooks, Inc, 2000

Synopsis

Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs.

How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.

With this proven, hands-on guide, you will learn to:

--Penetrate more accounts
--Establish greater credibility
--Generate more return calls
--Prevent and handle objections
--Motivate different types of buyers
--Develop more internal champions
--Close more sales...faster
--And much, much more

About this title

About the Author

Thomas A. Freese, based in Atlanta, is the founder and president of QBS Research, Inc., which teaches Question Based Selling to salespeople around the country. The list of the author's clients includes IBM, Merrill Lynch, Compaq Computer Corporation, Northwestern Mutual Life, Sun Microsystems, Lucent Technologies, Cisco, GE Capital and MCI. Freese speaks to dozens of major corporations annually.

Edition details

• Publisher: Sourcebooks, Inc
• Publication date: 2000
• Language: English
• ISBN 10: 1570715882
• ISBN 13: 9781570715884
• Binding: Paperback
• Edition number: 1
• Number of pages: 270