Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results. Thomas Freese

Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results



Download Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results



Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results Thomas Freese ebook pdf
Publisher: Sourcebooks, Inc.
Language: English
Page: 15
ISBN: 1570715882, 9781570715884

From

Freese has uncovered a new twist on an old adage. If you walk in your customer's shoes, you'll be better able to sell to him or her. Using that philosophy, he wields the power of questions, from introductory telephone gambits to the final presentation, inserting a query into virtually every contact with the prospect. Instead of the same old blah, blah, blah at the beginning of a conversation, he recommends a simple "credentialing"--name, company, product, service--that ends with "Did I catch you at a bad time?" The process gets better. There's a detailed description of every stage--curiosity, credibility, needs development, present solutions, and commitment. There are sample dialogues, what-ifs, and rules to remember. Most of all, his "revolutionary" approach is, as he himself will admit, based on great common sense; why not engage prospects by asking them about themselves first? Barbara JacobsCopyright © American Library Association. All rights reserved
--This text refers to the

edition.

Review

"After we implemented Question Based Selling at GE Capital, we literally doubled our sales figures in six months." -- Jim Elliott, President, GE Capital, IT Solutions"Question Based Selling is a proven sales methodology and Tom Freese is a sales phenomenon. He will show you how to differentiate yourself and your product, and he will increase your sales results." -- Steve Huey, Vice President, Compaq Computer Corporation
--This text refers to an out of print or unavailable edition of this title.



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