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Product Description
From Booklist
Freese has uncovered a new twist on an old adage. If you walk in your customer's shoes, you'll be better able to sell to him or her. Using that philosophy, he wields the power of questions, from introductory telephone gambits to the final presentation, inserting a query into virtually every contact with the prospect. Instead of the same old blah, blah, blah at the beginning of a conversation, he recommends a simple "credentialing"--name, company, product, service--that ends with "Did I catch you at a bad time?" The process gets better. There's a detailed description of every stage--curiosity, credibility, needs development, present solutions, and commitment. There are sample dialogues, what-ifs, and rules to remember. Most of all, his "revolutionary" approach is, as he himself will admit, based on great common sense; why not engage prospects by asking them about themselves first? Barbara Jacobs
Copyright © American Library Association. All rights reserved --This text refers to the Hardcover edition.
Copyright © American Library Association. All rights reserved --This text refers to the Hardcover edition.
Book Description
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
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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Most helpful customer reviews
5.0 out of 5 stars
Nothing could be better,
By Sales Lab (USA) - See all my reviews
This review is from: Secrets Of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results (Paperback)
I am glad to see this book at the top of the sales chart. When I bought the book, it was ranked at the lower end of the top 50 best sellers in sales. When I was half way through the book, I thought this should rank at the top and deserve a classic status. Everything is fresh and the book teaches you how to approach a sales from any industries. I am testing the concepts in my work and immediate see result from my adoption. Most sales books out there are more geared towards big corporate sales which is not relevant in my financial industry. I find this book to be exceptionally easy to borrow its ideas for my financial industry. Anyone who is serious in sales should not miss this gem. I can guarantee you that you will learn a lot from it.
5.0 out of 5 stars
This is a "7" on a 1 to 5 scale: important material,
By
This review is from: Secrets Of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results (Paperback)
This is a truly great book. There's so much important material that it could be broken down into 2 or 3 books. The book is not that long, and it is very easy to read. But each page is packed with lots of new and interesting insights to the sales process.I highly recommend it to anyone in sales. That includes high school guys getting ready to ask girls out on their first date. Freese addresses this sales dilemma. His analogies, like the one to the Hunt for Red October for these high schoolers, were excellent. Can't say enough about this book. I have underlined this book quite heavily. John Dunbar
5.0 out of 5 stars
WOW, a breath of fresh air!,
By A Customer
This review is from: Secrets Of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results (Paperback)
In this day and age where everyone is too busy to even talk to themselves, let alone a salesperson, this book takes a refreshing new approach to selling. Thomas leverages the simple concept of getting people to want to have a conversation with you by earning the right to ask more questions. Most sales books and training teach that you need to ask questions, Thomas goes to the next step by developing questions that narrow your focus so that customers will want to engage with you.This is a MUST read for any salesperson with all levels of experience. Good selling....
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