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

by Freese, Thomas A.

• ISBN13: 9781570715884
• ISBN10: 1570715882
• Format: Paperback
• Copyright: 2000-11-01
• Publisher: Sourcebooks Inc

Summary

Unlock the secrets of Question Based Selling and see your sales soar.

Author Biography

The first time Tom Freese oversold his sales quota by 200 percent, everyone thought it was a fluke. When he did it again, they assumed it was just some sort of freak accident. Over and over for seven consecutive years, Tom not only exceeded his sales quota, he doubled it. Suddenly, his success in selling was more than a trend. It was a business phenomenon! With more than seventeen years' experience in the corporate sales and management trenches, Tom packaged his unique approach into a highly proven strategic sales methodology called Question Based Selling. Now, he works with sales organizations all over the world to show salespeople how a question-based approach can significantly increase their sales results. As founder and president of QBS Research, Inc., Tom is considered one of the foremost authorities on sales methodology, buyer motivation, and business strategy. Tom Freese lives in Atlanta, Georgia, with his wife and two daughters. Between speaking events, Tom is working on his next book-a collection of strategic tools and selling techniques that will give salespeople the edge they need to compete in an increasingly tumultuous sales marketplace.

Table of Contents

Preface The Best Sales Experience... I Hope You Never Have	ix
Introduction	xiii
Part I --- A Short Course on QBS Strategy	1	(78)
Increasing Your Probability of Success	3	(18)
Mismatching: The Avoidable Risk	21	(16)
The Herd Theory	37	(18)
Gold Medals & German Shepherds	55	(12)
Fueling the Sales Process	67	(12)
Part II --- Leveraging the Most Powerful Tool in Sales	79	(80)
Conversational Layering	81	(14)
What Makes People Curious?	95	(18)
Establishing Credibility in the Sale	113	(18)
Escalate the Value of Your Questions	131	(16)
How to Solicit More Accurate Feedback	147	(12)
Part III --- Implementation: Putting Methods into Practice	159	(102)
Navigating the QBS Sales Process	161	(14)
Turn Your Cold Calls into Lukewarm Calls	175	(24)
Getting to the ``Right Person''	199	(14)
Building Value in the QBS Presentation	213	(24)
Closing More Sales...Faster	237	(24)
Epilogue For Sales Managers Only	261	(6)
Index	267