Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
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Question Based Selling ( QBS®) 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
- Amazon Sales Rank: #12206 in Books
- Published on: 2000-11-01
- Original language: English
- Number of items: 1
- Dimensions: .69" h x 6.06" w x 8.98" l, 1.02 pounds
- Binding: Paperback
- 270 pages
- ISBN13: 9781570715884
- Condition: New
- Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee.
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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 Jacobs
Copyright © American Library Association. All rights reserved
"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
About the Author
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.
Most helpful customer reviews
50 of 54 people found the following review helpful.
If you only read ONE sales book, Read this one!
By J. Eklund
This is perhaps the best all-around sales book I have ever read. While other books point out much needed information, or say the same thing with a different perspective that is sometimes necessary to understand a point, this book should be THE starting point for any sales professional. This book has helped me greatly in my success as a sale professional. It is a sales book, a persuasion book, and a psychology book all rolled into one. Everyone seems to try to start people off with "You Can't Teach a Kid to Ride a Bike at a Seminar" by Sandler, but this book is everything that book is and then some.
Where are the differences? Other books take an elementary strategy to the sales process. First you prospect, then you get the appointment, then you interview the customer, then you give your presentation, then you handle objections, then you close, close, close! I have even heard one person ask what the point of "step 1" is....and his answer was to get to "step 2". while this is somewhat useful to understand, it doesn't help you DO it, it doesn't tell you what to do and how to do it, and it's little more than an outline.
Secrets of Questions Based Selling gets down to the nitty-gritty. He brings things to the table that you may never think about if you don't read this book. He talks about how people interact, how they need to ad value, how they mismatch, how different types of questions serve different purposes- some are solely for the benefit of the person doing the questioning and ad no value to the person answering (i.e.- What CRM product are you currently using in your company?), while others provide more value to the customer (How many customers do you think you are losing because you do not have voicemail and people are hanging up?), etc.
I have read A LOT of books on sales, and I keep finding pieces of this book in all of the other works. High Trust Selling, Sandler's work, Selling with NLP, SPIN selling, etc. They may build on things differently, but this book IS the foundation.
So, as yourself these questions:
1. Am I EVER going to read a sales book? (If so, this should be the first one)
2. Have I been reading sales books, but haven't read this one yet? (If so, this should be the next one you read)
3. Have I been reading sales books, but haven't quite found a useful one yet? (See #2, and this will be a useful book- if you learn it)
Overall, this is a GREAT book that provides a GREAT foundation to your sales knowledge. However, always keep in mind that you have to use what you learn (which means you have to LEARN it first), and that you can't hit a baseball by reading a book. Use the books to learn the mechanics, but then get up and swing the bat a few times, and then get out and hit the ball!
25 of 27 people found the following review helpful.
Add this one to your tool bag
By Louise McCauley
There is no one right way to sell. Different customers require different selling strategies. To add to one's tool bag of selling strategies, the author, Thomas A. Freese, offers Question Based Selling (QBS) Question Based Selling is a systematic framework, using questions as its primary tool, which strives to increase the probability of making a successful sale.
The author sees two great risks in sales. One is the risk of rejection. The author explains that by asking questions, the seller can then send out signals to prospective buyers and evaluates the response. The second risk to sales is "mismatching." Mismatching is defined as the tendency of people to automatically contradict what someone says. In this case, both the seller and perspective buyer can be guilty of this. The author demonstrates a method to disarm the mismatching reflex. The strategy includes:
· Asking more questions and making fewer statements.
· Build credibility to gain confidence from buyers
· Leverage curiosity.
The authors see the key to building effective relationships relies on a methodology known as Conversational Layering. Conversational Layering is designed to ask people the right questions at the right time. Specifically it is designed to:
· Spark curiosity in products and services
· Earn credibility
· Build relationships
· Uncover needs make effective sales presentations
· Secure a commitment to buy
24 of 27 people found the following review helpful.
Nothing could be better
By Sales Lab
I am glad to see this book at the top of the sales chart. When I bought the book, it was ranked at the lower end of the top 50 best sellers in sales. When I was half way through the book, I thought this should rank at the top and deserve a classic status. Everything is fresh and the book teaches you how to approach a sales from any industries. I am testing the concepts in my work and immediate see result from my adoption. Most sales books out there are more geared towards big corporate sales which is not relevant in my financial industry. I find this book to be exceptionally easy to borrow its ideas for my financial industry. Anyone who is serious in sales should not miss this gem. I can guarantee you that you will learn a lot from it.