Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

Freese, Thomas

ISBN 10: 1402287526 / ISBN 13: 9781402287527

Editore: Sourcebooks, 2013

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May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less 1.26.

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Dati bibliografici

• Titolo: Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
• Editore: Sourcebooks
• Data di pubblicazione: 2013
• Lingua: Inglese
• ISBN 10: 1402287526
• ISBN 13: 9781402287527
• Rilegatura: Paperback
• Edizione: seconda edizione
• Condizione: Very Good
• Condizione della sovraccoperta: No Jacket

Descrizione articolo

Riassunto

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."―Jim Cusick, vice president of sales, SAP America, Inc.
"Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"―Alan D. Rohrer, director of sales, Hewlett Packard
For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs.
But consumer behavior and sales techniques change as rapidly as technology―and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness―identifying the strategies and techniques that will increase your probability of success.
How you sell has become more important than the product. With this hands-on guide, you will learn to:
Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls 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.