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

Author: Thomas Freese
Publisher: Naperville : Sourcebooks, 2013.
Edition/Format:   eBook : Document : English : 2nd edView all editions and formats
Database:WorldCat
Summary:
""After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results.""--Jim Cusick, vice president of sales, SAP America, Inc. ""Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!""-Alan D. Rohrer, director of sales, Hewlett  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Freese, Thomas.
Secrets of Question-Based Selling : How the Most Powerful Tool in Business Can Double Your Sales Results.
Naperville : Sourcebooks, ©2013
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Thomas Freese
ISBN: 9781402287541 1402287542 9781402287534 1402287534
OCLC Number: 861559491
Description: 1 online resource (352 pages)
Contents: Front Cover; Title Page; Copyright; Contents; Preface: The Best Sales Experience I Hope You Never Have; Acknowledgments; Introduction: The "New" Question Based Selling; Part One: A Short Course on QBS Strategy; Chapter 1: Selling Intangibles; Chapter 2: Expanding Your Value Proposition; Chapter 3: Gold Medals and German Shepherds; Chapter 4: The Herd Theory; Chapter 5: Mismatching: The Avoidable Risk; Part Two: Leveraging the Most Powerful Tool in Sales; Chapter 6: Conversational Layering; Chapter 7: Leveraging Curiosity in the Strategic Sale; Chapter 8: Establishing Your Own Credibility. Chapter 9: Escalate the Value of Your Sales QuestionsChapter 10: How to Solicit More Accurate Feedback; Part Three: Implementation: Putting Methods into Practice; Chapter 11: Navigating the Sales Process; Chapter 12: Turning Cold Calls into Lukewarm Calls; Chapter 13: Getting to the "Right Person"; Chapter 14: Re-Engineering the Elevator Pitch; Chapter 15: Building Value in the QBS Presentation; Chapter 16: Closing More Sales ... Faster; Epilogue: For Sales Managers Only; Notes; Index; About the Author; Back Cover.

Abstract:

""After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results.""--Jim Cusick, vice president of sales, SAP America, Inc. ""Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!""-Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big</em.

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