Secrets of Question-Based Sell

Freese, Thomas

ISBN 10: 1570715882 / ISBN 13: 9781570715884

Editore: Sourcebooks, 2000

Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Codice articolo 00102711978

Riassunto:

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

Informazioni sull?autore: 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.

Dati bibliografici

Titolo: Secrets of Question-Based Sell
Casa editrice: Sourcebooks
Data di pubblicazione: 2000
Legatura: Brossura
Condizione: Very Good