Secrets Of Question Based Selling: How The Most Powerful Tool In Business Can Double Your Sales Results
- Publish Date: 2000-11-01
- Binding: Paperback
- Author: Thomas Freese
Attention: For textbook, access codes and supplements are not guaranteed with used items.
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
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