Download or read book Secrets of Question-Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2000-11-01 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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