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Secrets of Question-Based Selling

ISBN: 9781402287527

By: Thomas Freese

Published: 11/05/2013

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eBook PDF
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Read the PDF on your Sony Reader, Nook, Kobo, iPhone, iPod Touch, or iPad (through the free Bluefire Reader app); or Computer.

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$16.99

Description

"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

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Table of Contents

Contents

Preface: The Best Sales Experience I Hope You Never Have

Acknowledgments

Introduction: The “New” Question Based Selling

PART I — A Short Course on QBS Strategy

Chapter 1: Selling Intangibles

Chapter 2: Expanding Your Value Proposition

Chapter 3: Gold Medals and German Shepherds

Chapter 4: The Herd Theory

Chapter 5: Mismatching: The Avoidable Risk

PART II — Leveraging the Most Powerful Tool in Sales

Chapter 6: Conversational Layering

Chapter 7: Leveraging Curiosity in the Strategic Sale

Chapter 8: Establishing Your Own Credibility

Chapter 9: Escalate the Value of Your Sales Questions

Chapter 10: How to Solicit More Accurate Feedback

PART III — Implementation: Putting Methods into Practice

Chapter 11: Navigating the Sales Process

Chapter 12: Turning Cold Calls into Lukewarm Calls

Chapter 13: Getting to the “Right Person”

Chapter 14: Re-Engineering the Elevator Pitch

Chapter 15: Building Value in the QBS Presentation

Chapter 16: Closing More Sales…Faster

Epilogue: For Sales Managers Only

About the Author

Excerpt

Introduction

THE “NEW” QUESTION BASED SELLING

Selling has become increasingly more difficult. Prospects have less time…yet decision makers are on the r

...

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Specs

Format: Paperback

Dimensions
Length: 9 in
Width: 6 in
Weight: 20.08 oz
Page Count: 352 pages

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