Secrets of Question-Based Selling

ISBN: 9781402287527

By: Thomas Freese

Published: 11/05/2013

Available Formats


eBook ePub
What's this?

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

Adobe Digital Editions is required for downloading and viewing the eBook.

For more information see our articles on: Supported eBook Formats and How to Download an eBook.



"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


Table of Contents


Preface: The Best Sales Experience I Hope You Never Have


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


Format: Paperback

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


1935 Brookdale Road | Suite 139
Naperville, IL 60563
(800) 432-7444 or 800-43Bright (toll-free)
(630) 961-3900 (phone)
(630) 961-2168 (fax)

Sourcebooks Inc, Publishers - Book, Naperville, IL

Sign Up for Our Newsletter

Subscribers receive exclusive deals and content every month!