Secrets of Question-Based Selling

ISBN-10: 1402287526

ISBN-13: 9781402287527

Edition: 2nd 2013 (Revised)

Authors: Thomas Freese

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Book details

List price: $23.99
Edition: 2nd
Copyright year: 2013
Publisher: Sourcebooks, Incorporated
Publication date: 11/5/2013
Binding: Paperback
Pages: 352
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.496
Language: English

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.

Preface: The Best Sales Experience I Hope You Never Have
Introduction: The "New" Question Based Selling
A Short Course on QBS Strategy
Selling Intangibles
Expanding Your Value Proposition
Gold Medals and German Shepherds
The Herd Theory
Mismatching: The Avoidable Risk
Leveraging the Most Powerful Tool in Sales
Conversational Layering
Leveraging Curiosity in the Strategic Sale
Establishing Your Own Credibility
Escalate the Value of Your Sales Questions
How to Solicit More Accurate Feedback
Implementation: Putting Methods into Practice
Navigating the Sales Process
Turning Cold Calls into Lukewarm Calls
Getting to the "Right Person"
Re-Engineering the Elevator Pitch
Building Value in the QBS Presentation
Closing More Sales…Faster
Epilogue: For Sales Managers Only
About the Author
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