Secrets of Question Based Selling - Hardcover

Freese, Thomas A.

Hardcover

ISBN 10: 1891892002 ISBN 13: 9781891892004

Publisher: QBS Research, 1999

Synopsis

Sellers must differentiate themselves and their products to have a strategic advantage, but while companies all over the world spend millions of dollars telling their salespeople "what to say," they spend almost nothing teaching them "what to ask."

Question Based Selling is a common sense approach to sales based on the theory that "what" a salesperson asks and "how" they ask, is more important than what they will ever say. It makes sense because in order to present solutions, sellers must first uncover a need. How do you uncover and expand the customer's need? QBS will show you!

About this title

About the Author

"As a salesperson, I was bored with the same old...same old. I had already attended all the 'standard' sales 101 training, and frankly, I had endured all the 'hype' I could stand. What I really wanted was a methodology that would increase my effectiveness and differentiate my value in every aspect of the sales process. That's why I created Question Based Selling." --Thomas A. Freese

The first time Tom Freese oversold his sales quota by 200%, everyone thought it was a fluke. When he did it again, they figured he must be some sort of "freak." But over and over again, for seven consecutive years, Tom not only exceeded his sales quota, he doubled it. Suddenly, his success was more than a trend, it was a business phenomenon.

With 17 years in the trenches of sales and management, QBS is the culmination of a life long journey which brought Tom to the top of his field in sales, and which has now brought him to the top again, as one of the foremost authorites on sales methods, buyer motivation, and selling strategy.

Tom Freese now lives in Atlanta, Georgia with his wife and two children. Currently he is opening QBS affiliate offices throughout the country to handle the demand for QBS sales training. In his spare time, Tom is also working on his next book project.

Edition details

• Publisher: QBS Research
• Publication date: 1999
• Language: English
• ISBN 10: 1891892002
• ISBN 13: 9781891892004
• Binding: Hardcover
• Number of pages: 288