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

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

by Thomas Freese
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Paperback(Older Edition)

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Overview

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

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 Details

ISBN-13: 9781570715884
Publisher: Sourcebooks
Publication date: 11/28/2000
Edition description: Older Edition
Pages: 288
Product dimensions: 5.82(w) x 8.86(h) x 0.79(d)

About the Author

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.

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Secrets of Question Based Selling 3.9 out of 5 based on 0 ratings. 16 reviews.
Anonymous More than 1 year ago
Padds out
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Guest More than 1 year ago
This book can change how you approach sales, think, and put you back in control of your life. One drawback: It must be on CD.
Guest More than 1 year ago
An amazingly simple & succint approach to move any average sales person to their next level! Buy the book, devour it & empower yourself to reach those goals! I will always give credit to this author for sharing his approach & making me wealthier & happier.
Guest More than 1 year ago
At age 60 I went into sales. After I got licenced for real state and mortgage brokerage I said to my wife: Now I speak several languages and I don't know what to say. From this book I learned tho ask, what to ask and how to ask to be successful.
Guest More than 1 year ago
Bought copies for my staff. Very simple read and conveyance of ideas. Much needed. We don't ask enough questions. Possibly afraid we'll get the wrong answers. Perhaps we ask the right questions the right way, we may surprise ourselves as well as our clients. Kudos to the author.
Guest More than 1 year ago
Wonderful and motivational. A great tool for the timid beginner or the experienced warrior. I would have given this book a 5 but it needs to be on CD. PLEASE PLEASE PLEASE PUT THIS ON CD.
Guest More than 1 year ago
In 40 years of selling I have read hundreds of books on the subject. I know a valuable help when I find it. QBS is that help. Thomas Freese not only tells you what to do, he tells you how to do it. That makes this book dynamite!
Guest More than 1 year ago
The thing that sets Tom Freese apart is that his coaching is based in the real world. Unlike anything you have ever read, he teaches a technique that addresses the tough issues like not getting through on the phone in a way that is not canned - and really works! A friend of mine said that he had read Zig Ziglar and Tony Robbins and that this was head and shoulders above all the sales training he had had in thirty years.