Secrets of question based selling
Subtitle: how the most powerful tool in business can double your sales results
By: Thomas A. Freese
Published: 2013
Language: eng
Number of pages: 331
ISBN-13: 9781402287527
Subjects: Selling; Relationship marketing; Customer relations
Other titles: New secrets of question based selling
Description: Question Based Selling ( QBS(R)) 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? By asking the right questions.
Notes: Includes index.

"This book, the 'new' Secrets of question based selling' is a revised and updated version of the original work"--Page xi.
Table of contents: title: Preface: the best sales experience i hope you never have; title: Introduction: the "new" question based selling; title: A short course on QBS strategy; title: Selling intangibles; title: Expanding your value proposition; title: Gold medals & german shepherds; title: The herd theory; title: Mismatching : the avoidable risk; title: Leveraging the most powerful tool in sales; title: Conversational layering; title: Leveraging curiosity in the strategic sale; title: Establishing your own credibility; title: Escalate the value of your sales questions; title: How to solicit more accurate feedback; title: Implementation : putting methods into practice; title: Navigating the qbs sales process; title: Turning cold calls into lukewarm calls; title: Getting to the "right person"; title: Re-engineering the elevator pitch; title: Building value in the QBS presentation; title: Closing more sales faster; title: Epilogue: for sales managers only; title: Index.