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

Freese, Thomas

ISBN 10: 1570715882 / ISBN 13: 9781570715884

Editore: Sourcebooks, 2000

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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: 2000
• Lingua: Inglese
• ISBN 10: 1570715882
• ISBN 13: 9781570715884
• Rilegatura: paperback
• Condizione: Good
• Peso: 16 once
• Cataloghi dei venditori:
  • Business - General

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

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.