Publisher Description
For nearly twenty years, The Secrets of Question Based Selling has been helping great salespeople like you deliver big results. Its 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.
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About Thomas A. Freese
Thomas A. Freese is the founder and president of QBS Research and the author of five books, including Secrets of Question Based Selling, Sell Yourself First, and The New Era of Salesmanship. He has been featured in numerous articles and is considered to be one of the foremost authorities on sales effectiveness, buyer motivation, and competitive positioning strategies.
About Steve Menasche
Steve Menasche is a conservatory-trained actor, musician, and martial artist who has toured the world with West Side Story, Jesus Christ Superstar, and the American Folk Theatre. As a voice actor, he has completed over 140 audiobooks and has been featured in national radio and television campaigns. As a musician, Steve records and performs with the San Francisco Free Jazz Collective.