Synopsis
Shakespeare was wrong all the world s not a stage, it s a sales call. It s easy to sell when business conditions are favorable. For the better part of two generations, we have enjoyed an unprecedented run of good times. Then, reality set in and the bubble burst. Whether you manage a territory or small business, support the organization in a customer service role, or you are an executive in a Fortune 500 company, you are selling yourself every day. Your effectiveness in business and in life will ultimately hinge on the impressions other people form about you. Customers are always forming impressions, and their perception of you will determine whether or not they buy your product or service.
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About the Author
With more than seventeen years experience in the trenches of corporate sales and management, Tom packaged his unique approach into a proven sales methodology called Question Based Selling. Now, he works with companies all over the world showing salespeople how a question-based approach can exponentially increase their bottom-line results. As founder and president of QBS Research, Inc., Tom has published four books on selling and is considered to be one of the foremost authorities on sales effectiveness, buyer motivation, and business strategy.
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