Question Based Selling ( QBS(r)) 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