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

Thomas A. Freese

ISBN 10: 1570716587 / ISBN 13: 9781570716584

Editore: Sourcebooks Inc, 2000

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Codice articolo G1570716587I3N00

Dati bibliografici

• Titolo: Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
• Editore: Sourcebooks Inc
• Data di pubblicazione: 2000
• Lingua: Inglese
• ISBN 10: 1570716587
• ISBN 13: 9781570716584
• Rilegatura: Hardcover
• Condizione: Good
• Condizione della sovraccoperta: No Jacket

Descrizione articolo

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

Product Description

Book by Freese