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Secrets of Question-Based Selling

Thomas A. Freese

4.1/5 ( ratings)

Question Based Selling is a commonsense approach to sales, based on the theory that ?what? salespeople ask-and ?how? they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs.
How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.
With this proven, hands-on guide, you will learn to:
--Penetrate more accounts
--Establish greater credibility
--Generate more return calls
--Prevent and handle objections
--Motivate different types of buyers
--Develop more internal champions
--Close more sales?faster
--And much, much more

Language: English

Pages: 270

Format: Hardcover

Publisher: Sourcebooks

Release: November 01, 2000

ISBN: 1570716587

ISBN 13: 9781570716584

Secrets of Question-Based Selling

Thomas A. Freese

4.1/5 ( ratings)

Question Based Selling is a commonsense approach to sales, based on the theory that ?what? salespeople ask-and ?how? they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs.
How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.
With this proven, hands-on guide, you will learn to:
--Penetrate more accounts
--Establish greater credibility
--Generate more return calls
--Prevent and handle objections
--Motivate different types of buyers
--Develop more internal champions
--Close more sales?faster
--And much, much more

Language: English

Pages: 270

Format: Hardcover

Publisher: Sourcebooks

Release: November 01, 2000

ISBN: 1570716587

ISBN 13: 9781570716584

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