Secrets of Question-based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results - Couverture souple

Freese, Thomas A.

Couverture souple

ISBN 10 : 1570715882 ISBN 13 : 9781570715884

Editeur : Sourcebooks, Inc, 2000

Synopsis

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

Détails de l'édition

• Éditeur: Sourcebooks, Inc
• Date d'édition: 2000
• Langue: anglais
• ISBN 10: 1570715882
• ISBN 13: 9781570715884
• Reliure: Broché
• Nombre de pages: 270
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible